A potential client calls and agrees to give a 30-minute interview within 4 days for you to submit your product. It is not enough time to effectively present your offer. So this is what you do.
After exchanging pleasantries with the client say, "Let me tell you some things about us." Follow telling a success story for no more than a minute.
Pause briefly. Then ask something provocative, like "What led you to consider this option at this time?"
Take note of the answer and ask a few questions more valuable to gain an understanding Perfect customer's specific situation.
then summarize their understanding of their problems and issues by writing a bulleted list of points and ask the customer to confirm the list before continuing.
Now show the customer how you will cover each of the points explaining what you have done for other clients in similar situations.
When you are down only 5 minutes read: "Mr. Smith, I know that we only had 30 minutes scheduled for this meeting. I would suggest that we meet again to discuss how we can be useful for you get the results I mentioned. Is okay? "
With this approach you will stand against any other vendor to meet with the client. As a result, his client will generally give you more time to accept that same meeting, or agree to have a second interview with you.
--------------------------------- 7 KEYS TO SUCCESS IN SALE
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