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.



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