The Client Letter
November 9, 2012
Sedona, Arizona
Looks Like Rain 42 Degrees
There’s a big difference between pushing your prospect towards the sale and leading them to the sale.
In the first scenario, you’re investing energy to push them.
In the second scenario, you’re standing still (how relaxing) and they are walking towards you.
I’m not in the “pushing” business, and I recommend you not be either.
Lot’s of reasons for that. Here’s just one:
Let’s say you work in a Fortune 500 corporation in the sales department. Once the sale is done, you’re done.
In other words, you don’t have to care so much about the perception of the prospect as long as they BUY. Once that happens, you hand them off to someone else.
Most of the folks reading this are not so lucky.
We have to “sell” in a way that preserves positioning, rapport and goodwill WELL beyond the sale. We’re not just the sales department, we’re also the fulfillment department.
This is why doing anything that “strong arms” your prospect into buying is just not smart.
They have to want it. That’s the price you must pay in order to get a good client. It’s worth it.
So when you get on the phone with a prospect, you have to act differently than 99% of the other service providers out there.
You can sell, you just have to be smart.
That’s what I’m willing to show you how to do.
We’re less than a week out from the event.
Get onboard for the Phone Selling Secrets teleseminar before it’s full.