PARTNER UP to Turn Prospects into Buyers
S—Solve your prospect’s pain. Throughout the PARTNERS model, you are moving closer to pain extraction. Generally, if you’ve done your selling job correctly, you do not need tricky closes. The close is the
natural progression of the relationship
building you have achieved in helping your prospect. Always remember that pain extraction equals plentiful sales.
Ed Rigsbee, CSP, is the author of three business relationship books: “PartnerShift–How to Profit from the Partnering Trend,” “Developing Strategic Alliances” and “The Art of Partnering.” Rigsbee has over 1,000
articles to his credit and is a regular keynote presenter at corporate and trade
association conferences across North America. He can be reached at (800) 839-1520 or firstname.lastname@example.org. For a treasure trove of information and ideas, visit his Partnering University Web site at www.rigsbee.com.