PARTNER UP to Turn Prospects into Buyers
Commit this seven-letter sales solution to memory for long-term success
By
Ed Rigsbee
and Csp
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A—Access your prospect’s real situation. To access the real, or hidden, need of your prospect, you must get him talking and you must focus on active listening. If you are trying to convert someone away from his current distributor, try asking him two questions. One is, “What do you find helpful about Company X?” Get him talking. When your prospect is relaxed and chatting about how wonderful his current distributor is, make the transition. Second, “Is there any area where Company X could improve?” If the prospect answers your second question, listen carefully—you just struck gold!
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