Infocusselling’s Blog

April 16, 2010

Week of April 19, 2010

Filed under: Uncategorized — Educated and Aware @ 3:04 pm

Monday AM:  S is for Secure Final Commitment

Tuesday AM: Wrap up, send me what YOU want to talk about

Tuesday PM: Communication Does Not Mean Talking

7. In talking with your prospect, you discover she is new in the position and is unaware about the past, as well as immediate or future needs. You should:

___ Ask “Who else is involved in making this decision?”

___ Ask “What time frame will you be considering for making a decision?”

___ Ask questions to discover if she has met with your competition or other vendors with similar products or services.

___ Offer to partner with her and assist her in gaining knowledge at a more rapid pace.

25. During your presentation, you understand there are others involved in the buying decision. You should:

___ Ask what role they are going to play.

___ Ask your prospect what influence she has on the other people.

___ Attempt to see all of the others.

___ Present your product and make an appointment to come back to meet with the others.


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