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Jay-T
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Basically what she did was:

  1. Found out her client’s current situation was (sales figures)
  2. Found out what he wanted his sales to be and why that was important (the “why” is very important because it allows you to probe for problems)
  3. Offered a solution.

That’s basically it.

ask questions + find the problem + find out the cost of the problem + find out what a solution would ultimately be worth + offer a solution

Nothing complex but what she doing before that was more product orientated which left her prospects feeling confused and opened up the door for competitors to creep in so we just changed it so that it was almost entirely customer focused.

It’s a similar process I’ve used in my sales career.