To Close More Sales, Open This

If I were to ask you if you have an open mind when you enter a sales conversation, you would likely nod and think, “of course I do.” Most sales people would, but an open mind is not so simple, especially as the value of a potential sale climbs higher and higher.

A first meeting with a prospect can become a complex juggling act of agendas and concerns as you and your prospect both do your best to determine if continuing the conversation is worthwhile.

As the value of the prospect increases—which means the competition for that prospect’s attention increases in tandem—creating an engaging, thought-provoking meeting becomes more and more critical. The prospect already has an advisor, and she fields pitches from your competitors on a regular basis. To win the business, you have to stand out, and that means having a different kind of conversation.

Here is what most advisors don’t do when they enter a meeting: Listen.

Full Article

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: