Turn More Prospects Into Clients by Rein Aantjes - HTML preview

⇒Now you’re talking.

• Asking your prospect about his opinion will make a client out of him sooner than asking what he thinks of your opinion. 
  
• Answers a client may give you are not always the answers to your questions. Luckily you’ve got check questions. 
  
• Open questions in between like: "What do you think...?" prevent a prospect from saying later on he had already lost you halfway. 
  
• He who plans ahead and sets dates together with his prospect, will prevent purchase decision postponement. 
  
• As your clients and prospects are limited in time and they don’t need to be flexible, they determine your time schedule.  
  
• Only make price concessions in a face to face negotiation when your prospect immediately decides to do business with you! 
  
• It’s an advantage when prospects like you, but without your empathy it will never amount to anything. 

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