2. Build your industry and your company
Articulate the value of your offering
Position your offering against what’s
most important to the client
Talk about investment drivers such as
appreciation value or return on investment
3. Use your prospect’s imagination to
stimulate involvement and participation
Don’t bore your prospects with facts and
figures. Build stories based on experiences
Shift the discussion from logic to imagery
and emotion
4. Take time to build a foundation of trust so
that they truly feel that you are a credible
source
Create connections with your prospects.
Learn to focus on their success.
5. People don’t just buy your product and
services. They buy what your products will do
for them
Do not assume that your prospects will
connect your offering to what they are
looking for. ASK QUESTIONS.
Remind your prospects of their “needs”;
then connect the dots
6. Hear the customer’s perspective – without
defending or interrupting
There are hidden gems in the answer – the
opportunity to answer any concerns, and often
a direct route to the close