In a previous post I shared how you can supply questions to your prospects that they can ask of your competitors which will actually provide answers that position you as the better choice. This week, I have another variation of “preconditioning,” where you tell people what to expect.
Let me explain.
At a recent in-house training program I conducted for a client’s sales staff, we discussed how many sales reps believe that if after a call they send out sales literature, samples, demos, or direct a prospect to a website, that they have an interested and compliant prospect who will always do what they say. Yeah, right.
All of those CAN be effective, if they are utilized correctly. I’ll relate a story that explains a concept that can help you.
A few years ago I was in the Santa Barbara area to do a training program. I had arrived about mid day, the day before and took the scenic drive up into the neighboring wine country, where the move Sideways was filmed. [click to continue…]