Turn More Prospects Into Clients by Rein Aantjes - HTML preview

⇒Dos and Don’ts in conversation

• Ask clients and prospects if you may take notes on the conversation. That makes what they say important and more reliable.  
  
• Stop trying to interest your prospects once they’re prepared to purchase. Otherwise you may blow the deal yet. 
  
• Let your prospect do the slandering of your competitor i.e. his current supplier. The fact he wants to talk to you says enough! 
  
• Ask your prospect why he hasn’t bought from you before at the start of the conversation and use the answer as a topic! 
  
• Only use your laptop to show clients or prospects things you can only show with a laptop and when they are sitting next to you.  
  
• Your prospects seldom read documentation left behind or sent in advance. It’s better to read with them during the conversation.  
  
• When you know the prospect’s budget before making a proposal, you’ll end up discussing less about prices. So ask about it! 
  
• Tell prospects who your back-up is and what will happen should something happen to you. This creates trust in your organisation.

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