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1. How can you confirm emotional and logical desire for the service or product?
Put a contract in front of them, let them bring up any issues.
Read their facial expressions and body language.
Ask questions! “Everything look good?” “Any additional questions?” “Anything I haven’t covered?”
2. Once emotional and logic is confirmed, begin processing the sale to..
shift the client’s thought into ‘how am I paying for this instead of ‘if you are going to pay for this.’ You’ve done your part and the client has confirmed that they have what they need to make a decision.
finalize the deal. You’ve given them everything to make a decision, and now the ball is in their court.
save everyone’s time and expedite the process.
3. If you get resistance…
Ask if it’s a financial issue.
Ask why! “What’s preventing the sale?”
Assume they were never interested to begin with.
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