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Do 80% of your first meetings result in an interested prospect who wants to go to the next step in your sales process? If not, you are not answering the questions that MUST be answered for them to move forward. After presenting to thousands of prospects over the years and talking to many who became clients and many who did not, I am always sure to answer the following questions:

How do you do what you do?

How is it that they can get better results than they are now? Keep in mind, this must be conceptual –not product oriented.The biggest mistake salespeople make is sharing too much detail. Boring the prospect is not the road to victory.

Is it REAL?

A prospect who decides to move forward with you believes that what you have shared has worked effectively for others and they want to find out if it will work for them. Show them proof and gain their confidence.

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