Tips
Business Development & Selling
How can I uncover what’s really important to my client or prospect?
Start by asking many open-ended questions. Your questions should begin with words like what, how and why. These types of questions will encourage your client or prospect to give you information. After asking some broad open-ended questions, drill down and start asking more specific open-ended questions to learn what’s really important to the client. You will uncover more information if you focus on one line of questions at a time, rather than by continuing to ask a series of unrelated questions.
How should I handle objections?
Recognize that objections are opportunities, and should be treated as such. When you receive an objection from a client or prospect:
- Acknowledge the objection
- Empathize
- Offer your solution and tie it back to benefits for the client
Do you have any helpful closing techniques?
The secret is in knowing when to close. Don’t over talk. You may want to take the temperature by using trial closes such as “if” statements. Other closing options include:
- The minor point close
- Alternative proposal close
- Impending doom
- Option close
- Action close
- Schedule another meeting
What do I do if I keep on getting voicemail when trying to reach a prospect?
Ideally, you want to avoid leaving a voicemail message if possible. You can try calling at different times, or getting to your prospect through his or her assistant. If you must leave a voicemail, we suggest you prepare a high impact “commercial” – it should be 30 seconds at most. You should:
- State your name and phone number
- Include a tease
- Give specific times to call back
- Restate your phone number
- Say that you will call again
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