Results Focused Sales Conversations

Posted on Posted in Podcast

The biggest mistake that I made when I started having enrollment conversations was focusing on fixing my prospects problems.  I would lay out a strategy to correct the issue and show how I could resolve their issues in life.

The thing is that people don’t value having their problems fixed.  When fixing problems, your prospect wants it done…

  • Quickly
  • Cheaply
  • And with as little personal involvement in resolving the problem

Instead we you need to focus on the results you provide and how that will make their vision for life a reality.  When you focus on your prospects vision, they will view you as an investment.  Which will trigger them to want…

  • To not purchase the cheapest item
  • Be involved in the process of creating the results
  • You in their life long term

BOOKS AND RESOURCES SITED

Spin Selling – Neil Rackham

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