Ask the Guru

Tuesday 16th Oct 2007

Question
I think that sometimes my clients feel I am being too pushy. My product is great and loads better than my competitors. I give my prospective clients all of the reasons why they should buy (and there are lots!) but many people tell me they want to think about it and I never see them again! Why is this happening and how can I change it?

Answer
Is your sales presentation/conversation with a potential client based on questions or statements? We push with statements and pull with questions and when you tell, you sell. As I think you have noticed people don't like to be sold to; 70% of what comes out of your mouth should be questions. Are you asking the right questions?

Ask yourself 'is what I am saying a solution to my prospective clients problem?" If not, then save your breath. People will always listen to and purchase a solution to their problem. So ask yourself ‘are you are delivering your information so that it is presented as a solution to their problem?’

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