In this solo episode, I will share 3 key steps for you to know the true needs of your prospects. The first 2 steps are preparation and attention. You need to prepare for the call by researching the client, their industry, and the company.
You also need to be attentive to pinpoint what I call as “sparks,” which will guide you in taking the third and probably the most important step. What’s this step? What are sparks? How can you implement these steps strategically?
Let’s listen to this episode and learn the 3 key steps to get prospects to open up to you!
In this Episode:
[00:01 - 03:04] Opening Segment
[03:05 - 08:46] More Than Just a Buyer
[08:47- 13:01] Art of Listening
[13:02- 23:45] The Right Questions
[23:46 - 26:10] Closing Segment
Tweetable Quotes:
“If you feel like something might be important to this person…there’s a good chance that you might be right.” - Greg Rice
“If you prepare heavily, if you focus on being aware of their emotional responses in real time, and you go through a questioning strategy...you’re much more likely to walk away from that meeting with a clear and accurate view of what your client’s real issue is.” - Greg Rice
Resources Mentioned:
You can connect with me on LinkedIn, Twitter, Instagram, and Facebook. Join The Communication Nation and learn from others in the community. Feel free to email me at gregrice79@yahoo.com, I’d love to hear from you!
Want more help with your digital marketing? Go to my website https://gregjrice.com/inflection/ and let’s have a conversation.
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