When you help your prospect fix problems or save money you are adding value.
You can always find a way to add value by probing with questions. Once you find places in your prospects’ life where you can add value, explain how this value can be implemented. Remember that adding value is key to closing a sale. If you add enough value your prospect will demand your services, that when it’s showtime to close.
Some salespeople get so wrapped up in closing that they forget the doorway to closing is value. I love this way of thinking because it gives your prospect what they want and accelerates your closing ratio.
Love and respect,
Russell Dean
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