Turn More Prospects Into Clients by Rein Aantjes - HTML preview

⇒This is your prospect’s angle.

• If your prospect knew exactly what he wanted, he wouldn’t have needed you to advise him and would have ordered via the website.
  
• Your prospect is not only looking for a solution, but also for an expert salesperson to find that solution.  
  
• Prospects who ask your advice have their preferences. That’s why knowledge of their line of business and preparation are vital.  
  
• Prospects love it when you recognise their objections first. The trick is turning those into arguments to purchase.  
  
• Not unless you don’t succeed in quantifying their return on investment will prospects think you’re too expensive.  
  
• Prospects only go to a new supplier as long as there are no risks involved. So first make sure you can guarantee there are no risks.

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