You’ve identified the right target client for your services. And you’ve actively listened to their issues and questions, taking time to ‘cloud-educate’ them so that they’ve softened to the idea. So, what’s the next step to move this friendly scenario closer to closing the sale?
I like to sum it up this way: the good ones listen, the great ones anticipate.
Unless you’re already enjoying a very long-term relationship, clients usually aren’t too open about their thought processes. It’s our job to anticipate their needs, so we can become the heroes who meet them.
exact models everywhere you go—even in your favorite colors. They didn’t just magically appear out of nowhere. They were always around, but they’re more obvious now because your mind is anticipating them.
In the same way, you should be so aware of what your clients see as their problems that you easily spot opportunities to provide their solutions.
For those of us in managed services, these are conversation starters that could lead to business-closing dialogues—something I’ll walk you through in the next and final part of this series.
Learn from industry leaders how to get—and keep—the right salesperson to build a steady stream of recurring revenue.