"Funny" is not the perception you want your prospects to have of you. Almost everything you can think of has been tried before – and, for the most part, they’re no longer effective.
When a hot prospect calls, it's important that you back up and sort out what's going on before you charge ahead. To find out why your prospect suddenly wants to make a change, you need to ask bold questions.
Jill shares several ideas you can use to create urgency and make closing the deal easier.
You've been contacting prospects for weeks, just itching to set up meetings with them. But all calls roll to voice-mail and no one ever calls you back. Then suddenly the phone rings and you don't know who it is.
Can you describe your best prospects? Are there some big companies you’d really love to do business with? Great! But here’s the deal. Sometimes, calling on them is the absolute worst thing you could do.
Your customers have more choices and options than ever before. They don’t need you to tell them about your products or services. All that info is available online. That’s why sales pitches don’t work anymore.
When you're meeting with prospects, do you ever find it difficult to interest them in your product, service or solution?
You probably think that objections are inevitable but these objections are simply logical consequences of what you just said to your prospect.
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