Step 4 Assessing Needs

Many people will make the mistake of launching right into their presentation with their prospect before they take the time to find out what product/service they're currently using. Even more important, are they happy with the results with their current product/service?

If you skip this step, at the end of your presentation, your prospect could say, "thank you, but I'm using product ____, and I'm happy with it." Also, when you take the time to assess their needs first, you can address how your product/service can help them solve____ problem.

To Your Success,

Kristi

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Step 3 Trust and Rapport

In the sales process, most people will get too focused on the outcome (making the sale) instead of building a lasting relationship. What's an easy way to start a conversation? Use this acronym to get to know anyone: F.O.R.M (Family, Occupation, Recreation, Motivation/Money)

You'll be surprised how the conversation will lead into getting to know someone when your focus is honoring the person instead of the sale.

To Your Success,

Kristi

 

 

 

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