“If you stay focused on how much benefit a prospective customer could gain from working with you, you’ll stay in the go zone.”
Snap Selling– Jill Konrath, page 161
Chapter 19: Aligned: Assessing Business Value
Long and short, this quote reminds us of the importance to stay customer-focused. You have the experience. You have the contacts. You have the supplier support. And if you’ve been in the business for any amount of time at all, you have true life examples to draw from.
That being said, you want to continue to ask questions of your prospect in order to get a better feel for exactly what they are looking for. The fact that you have all the credentials listed above, means nothing if you do not establish a working relationship with this prospect.
You know you can help them, but do not dump your wagon of information prematurely. Set the foundation. Ask questions. Listen intently. And then ask permission to share your recommendations.
Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version. email@example.com