You had a good first meeting, good enough that the prospective client is willing to meet again. They're wondering why they should strongly consider doing business with you. In this video, learn how the concepts of consistency and scarcity affect this stage.
- You had a good first meeting,…good enough that the perspective client…is willing to meet again…and start discussing details.…That means you built some rapport…and they're curious to learn more.…They wouldn't give you more time…if they didn't believe there might be a fit with you…and your product or service.…You did some initial research to qualify the prospect…and now you'll begin to dig further.…You have two goals in this meeting.…First, do you want to do business with the client?…This should be your first consideration,…because even if you have what it takes to do business…it's irrelevant if you don't want to do business with them.…
Why would I say that?…Consider this, a job applicant might have the right skills…for an open position,…but might not be a good fit…depending on the hiring company's management style,…culture, or any number of other factors.…Just like a mismatch in hiring will lead to problems,…so will a mismatch with a client.…Determining this fit is especially important…when your sale will result in an ongoing relationship.…
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals