Post by mistyssaktersfo33 on Dec 30, 2023 4:31:23 GMT
You find that all of your potential customers with similar problems will have some given question, she says. But even within the same industry that doesn't mean what is usually given matters to that person. Ashton calls the process of understanding each potential customer's needs identifying their world map. Once you’ve identified your prospect’s specific needs, you can address each need in turn. Detaching yourself from the prospect’s world map leads them to your own solution by targeting your prospects with specific examples rather than by talking about your company. I can show them a case study of how someone else got the experience they wanted and then instead of talking about us I share a story with them, Ashton said. This makes you attractive. Then they will take a step towards you.
Ashton says the same psychology helps make your deal sound better. For example but this particular potential customer is only interested in one of the features. If you throw them all at once then only one of them will sound good to the prospect. If you talk about five things that are wrong then they will think your product is only perfect, says Ashton. But if you start Email Marketing List by talking about just five things that interest them then when they say yes this is perfect you can add the other five things to reinforce that their decision to buy from you was a good one. Now they're an added bonus, Ashton said. Know Your Gaps Even if the sales process is going smoothly, deals can still start to stall.
Ashton recommends being realistic when faced with prospects who seem stuck at a certain stage. After building a good rapport, ask them to assess their chances of closing the deal in terms of where they say they will definitely not say where. Do I want a signature? The person will usually be silent for a while and all you're asking them to do is equate everything that's going on in their head to a number, Ashton says. If they give you a high number you can ask a question that identifies the gap and what needs to be done to get us there Ashton said what you get is actually a whole bunch of information about why they're not saying yes right now. There are some things you can't do anything about.
Ashton says the same psychology helps make your deal sound better. For example but this particular potential customer is only interested in one of the features. If you throw them all at once then only one of them will sound good to the prospect. If you talk about five things that are wrong then they will think your product is only perfect, says Ashton. But if you start Email Marketing List by talking about just five things that interest them then when they say yes this is perfect you can add the other five things to reinforce that their decision to buy from you was a good one. Now they're an added bonus, Ashton said. Know Your Gaps Even if the sales process is going smoothly, deals can still start to stall.
Ashton recommends being realistic when faced with prospects who seem stuck at a certain stage. After building a good rapport, ask them to assess their chances of closing the deal in terms of where they say they will definitely not say where. Do I want a signature? The person will usually be silent for a while and all you're asking them to do is equate everything that's going on in their head to a number, Ashton says. If they give you a high number you can ask a question that identifies the gap and what needs to be done to get us there Ashton said what you get is actually a whole bunch of information about why they're not saying yes right now. There are some things you can't do anything about.