How to Get a YES to Your Sales Proposal?

What the prospect SAYS they want is not always what they REALLY want. The best way to uncover the REAL need and improve your sales potential is to:

  1. Make sure you know who the REAL decision maker is. 
  2. Ask the decision maker this KEY question: "What will your lifestyle/business look like when if we can solve this problem? Know and understand their expectations. Avoid generalities and seek specifics.
  3. Repeat back EXACTLY what you heard from the prospect. It’s very difficult for a prospect to deny their own words and using this approach will definitely help you get a YES to your next sales proposal.  

TIP: Uncovering the true motives behind decisions will hone your sales potential to include REAL needs and expectations rather than good guesses. 

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