Review all the criteria with the prospect. You’ll want to state the objects clearly and concisely so they will remember what their criteria are. Always use positive words, avoid words with any negativity. Make sure you capitalize on your natural assets and you definitely want to avoid anything you’re not comfortable with. You’ll want to paint them a picture and then paint them into the picture. It will give them ownership. Be creative with your descriptions as the more creative you can be, the more emotion you will extract from the prospect. The more emotional they are, the more likely they will be engaged with you. Most people buy from logic but it’s the emotions combined with logic that creates a long term sales relationship. One of the oldest most used adages of sales is when they hold the product or utilize your services; possession is nine tenths of the law. So let them have the opportunity get as close to your product or service as they can.
Presentation Review
Review all the criteria with the prospect. You’ll want to state the objects clearly and concisely so they will remember what their criteria are. Always use positive words, avoid words with any negativity. Make sure you capitalize on your natural assets and you definitely want to avoid anything you’re not comfortable with.
You’ll want to paint them a picture and then paint them into the picture. It will give them ownership. Be creative with your descriptions as the more creative you can be, the more emotion you will extract from the prospect. The more emotional they are, the more likely they will be engaged with you. Most people buy from logic but it’s the emotions combined with logic that creates a long term sales relationship.
One of the oldest most used adages of sales is when they hold the product or utilize your services; possession is nine tenths of the law. So let them have the opportunity get as close to your product or service as they can.