We have just met these (potential clients), so we don't want to scare them away by acting too familiar with them to quickly so they will feel like you are not being real with them. Allow the conversation to move more naturally, you are creating the environment, not forcing it. The conversation will be real. Remember that communication is a two-way street, so let, no encourage, the customer participate as well.
Many of us talk too much, so it is very important to stop looking at the clients like they are sponges waiting to absorb all the knowledge you know about your product. Instead you are the sponge absorbing all that they are willing to tell you.
Always view them as individuals, therefore all of our presentations should be tailor made for each client. Think about what, and how you can present to each client in such a unique matter that it addresses all of their cares, concerns, and issues.
You should be concerned with whatever their issues and concerns may be. Asking questions help, but always allow them to talk. Creating this balance makes it easier to view your clients as an equal partner in this sales transaction.
I'll finish with one that I always used and I hope you will find it a beneficial as I did.
"During this meeting and beyond it is my job to see that you get exactly what it is you want or as close to it as is humanly possible." Is that OK with you? "It's your job to make sure that I fully understand what it is that you want so as I know what to give you. Is that Ok?"
Using that statement will at least double your sales
For more help on how to be successful click on to www.thehandsontrainingsystem.com. and get my FREE 5 part training program and enjoy with my compliments.
Yours in Success
Leslie Johnston
The Hands on Trainer