To direct and guide your efforts in helping a prospect become involved in your offer use the creative inspiration that comes from your subconscious mind.
Here’s how it works.
Prior to your sales appointment:
Consciously decide on the outcome you want to create at the sales meeting.
Consider details like how will you help your prospect become involved, what is the value the client will gain, what is the best outcome you could create for mutual benefit.
Bring these details to life in your conscious mind and then just let them sit. Don’t dwell on them or over think the result you’re seeking.
At your sales appointment:
Trust that you will know exactly what to do to close the deal with your prospect.
Listen; focus on the prospect at the meeting.
Follow your gut instincts. Share what you feel inspired to share with the client.
At the end of your presentation ask the question, “I see ________ as being the value you receive. Is this a fit, do you want that value?” If yes, you have the order.
If no ask questions to find out why not and see if that reason is valid. Remember, the best objection overturn is a question that helps you to understand the other person’s point of view.