Don't Skip These Steps In A Selling Conversation
© 2007 - 2009 Kendall SummerHawk
If you've been nurturing your marketing (identifying your choice client, creating a benefit laden tag line and website, networking, speaking, or writing to become known, gathering testimonials that sing your praises) then you are in the grand and glorious position of hearing your phone ring with prospective client inquiries.
Now is not the time to get complacent about how those calls are handled. Even when a prospective client calls and says, 'I really need you!' (Yes, it does happen. In fact, I've heard it twice in the last 3 business days) it's tempting to skip right to describing your service, talking about pricing, and how to move forward. Notice I said talking.
Guess what? Do that and you're probably talking to someone who isn't really listening. Instead, it's essential that you stick to the selling conversation steps you know work. Just what are those steps?
Step #1
Identify either the problem they've been having, or will have if they
don't move forward. How? Ask questions.
Step #2
Summarize what you have just heard.
Step #3
Ask permission to describe how your solution may fit their need. While
you're at it, ask permission at the end to hear from them whether
this sounds like a good option.
Step #4
Ask how this option sounds to them.
Step #5
Ask 'What is the next step?'
Whether you're new or established in your business, keeping your focus on a simple selling conversation flow will make the most of every new client opportunity.
Now it's your turn!
About the author:
Kendall SummerHawk, Million Dollar Marketing Coach, delivers smart, savvy ways 6-figure entrepreneurs can earn a wealth of money, time, and freedom. To learn more about her book, Brilliance Unbridled, and sign up for more FREE tips like these, visit her site at http://www.kendallsummerhawk.com
NOTE: You are welcome to “reprint” this article online as long as it remains complete and unaltered (including the “about the author” info at the end). I would also appreciate a copy of your reprint sent to kendall@kendallsummerhawk.com