5 Marketing Moves for Business Success - Answer to Question...
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Answer to Question 1: If you've prepared for the meeting, discussed the prospect's key issues, and monetized the value of your solution, of course it makes sense!
Answer to Question 2: "Let's go ahead" or "Let's do the paperwork." Or if your prospect answers this with "Get Out" or "Drop Dead," you have a pretty good idea that the sale is not ready to close. Seriously, carefully listening to the answer to this question will allow you to address any hidden concerns, hesitations, or issues - right then and there before the prospect would otherwise blurt out an abrupt "No!" to any other traditional "ask for the sale" verbiage that so many sales trainers recommend. Remember, you're not there to sell - you're there to HELP THE PROSPECT BUY. If you need to tattoo that on your forehead, be my guest.
Move 4: Move Aside
Here's another thing that most sales and marketing people have a hard time with: you can't be all things to all people. Move Aside is about finding your niche, and claiming your expertise in a narrow area of specialty. In plain English, this means you want to become the "Go-To Guy" for your specific product or service - the exact opposite of a "jack-of-all-trades and master of none."
The people you speak with will have a very different reaction to these two mental images of your product/service:
* "I think we can make this fit."
* "This is exactly what we've been looking for."
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