1. Create a crisp, clear Value Proposition - Ask your clients: How do I provide value in what I do? Once you have the answer, refine your message, practice it, live it.
2. Talk to the RIGHT person - You MUST talk to the decision maker, this is usually at the top. Start at the TOP, you can always move down the ladder.
3. Uncover the Prospect's Needs - Stop talking at your client, start asking questions!
4. Gain Trust and Confidence in Your Company - Provide stories, testimonials, case studies and examples on how you have helped other companies.
5. Deal with Objections Early On - Objections can actually be HELPFUL to the buying process. Get to them quickly and act quickly.
6. Plan Each Conversation - "Plan your work, work your plan". Have a plan before each and every conversation with your prospects.
7. Advance the sale to the next step - Supply answers to questions, new information and a reason to have a discussion about how you will meet their needs.
8. Make it EASY for the prospect to buy - At the very least, have an entry level service or product available that makes it easy for the prospect to buy: a pilot program, free assessment, free trial offer.
9. Provide Value in your Marketing - Create and leverage value-based offers and experiences in your marketing efforts.
10. Be Persistent - 5 to 7 yes's for a close. Enough said, the squeaky wheel gets the grease!
Excerpt from Earn.com
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