January 15th, 2010 Posted in Ask Wendy
1. Make sure there is a match between your prospects’ needs and your offering. Make sure your prospect understands the match.
2. When speaking with your prospect, always summarize what you hear. Review the points that you and your prospect have discussed, make sure that you and your prospect have the same understanding of what you’ve discussed. Repeat back to your prospect what the two of you have agreed on so far.
3. Prepare for questions and objections by writing down the questions and objections you believe you may hear. Make sure to come up with great responses so that you are prepared for when you hear these questions and objections.
4. Respond to questions and objections. Questions and objections are a good thing. It means that your prospect is thinking about what you are discussing and seriously considering doing business with you.