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1. Ask the prospect…
What are the biggest challenges you are facing with your business? How does that affect your business? Tell me more.
What are the biggest strengths you are facing with your business? How does that affect your business? Tell me more.
What is your market value? Where do I fit in?
2. Why do you want to repeat back the challenges and affects?
It gives them the opportunity to clarify and modify.
It gives them the opportunity to consult a colleague.
It gives them the opportunity to leave the conversation.
3. Ask, if I can show you how our product or service could help you with your challenges, would this be something you are willing to invest in today…
If yes, then you have the challenges you can address when presenting. If no, you have the opportunity to know why and gather more information.
If yes, ask for a signed check with your name on it. If no, you have the opportunity make them feel guilty.
If yes, pull out your generic contract for them to sign. If no, you have the opportunity ask him for another point of contact.
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