Solve a Problem – make a sale

That’s right if you are not meeting a prospects’ need or not solving a problem you don’t have a sale. So how do you know what their issues are?  Asking directly might work, but often prospects are not clear themselves.  Ask questions like; if you could have the ideal relationship with your CPA ( or your service) what would that be like?  Can you tell me what you like most about your current relationship  with your_______?  Then listen and ask “what do you like least?  Bingo, you have it.  Asking questions and sincerely listening will often provide the clues as to what a client wants, lacks, or needs.

 

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: