Recommended Reading: How to create engaging conversation with your customers, build trust and close more deals
By Admin User
Posted in Communication, Closing, Learning Resources
By Admin User
Posted in Communication, Closing, Learning Resources
15 Questions that Win New Customers
“#4: What can you tell me about your priorities? #13 How will the funding for the project be justified? When you’re having a conversation (or series of conversations) with a potential customer, work these questions into the dialogue. Once you’ve gotten answers, you’ll know exactly what you must do to turn the prospect into a customer.”
How to Make a Meaningful Conversation?
“Pause a moment to consider what you heard and have echoed back. Respond with a statement, story, or question that adds to the conversation and moves it closer to its point and purpose. Having this kind of conversation is both difficult and easy. It’s difficult because some people’s “monkey minds” are the size of King Kong and chatter so loudly that they can’t hear anything else.”
4 Steps for Building Trust and Closing More Deals
“Developing an effective strategy for building relationships across the organization starts during the account planning process. It is here that you begin to map out everything you possibly can about the structure of the customer’s organization. Don’t just limit your research to the Decision Maker; develop as much background as you can on everyone in the Decision Maker’s Circle of Influence who could have an impact on the sales process. You can start this process by getting to know a Gatekeeper. This person may be hesitant to grant you access to their boss, but they are usually willing to answer general questions about the way things work inside the organization.”
[Image: Inc.com]
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