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to keep promises 9. Lack of creativity 8. Failure to make and keep appointments 7. Lack of awareness of the customer's operation ("What do you guys do here?") 6. Taking the customer for granted 5. Lack of follow-through 4. Lack of product knowledge 3. Overaggressiveness and failure to listen 2. Lack of interest or purpose ("Just checking in") ... and the Number 1 dislike: Lack of preparation. You can also move ahead by charging more (remember Move 1?) and DEMONSTRATING the VALUE of your product service with hard numbers. In his insightful book, How to Become a Rainmaker, author Jeffrey Fox calls this process dollarizing. Dollarizing is one of the most powerful sales techniques because once you show (with real numbers that your prospect will provide you with) the return on investment û how THIS much spent will generate THIS much savings, or profits, or sales, or new clients, or hours, etc. û you basically shift the conversation from selling what youÆre selling to SELLING MONEY. In my seminars, I do an exercise called ôThe Money Machineö that will help you spell this out in hard dollars, very clearly. The Money Machine goes one step further because you can use it monetize against: * competing products/services * the prospect doing nothing * the prospect doing it themselves * other things the prospect is already comfortable spending money on For a free copy of my Money Machine worksheet, email me: david@unconsulting.com. Suddenly, your product/service becomes a real ôinvestmentö: meaning, you can show people the math behind ôthis much INö for ôthis much OUT.ö ThereÆs nothing much easier than selling money at a discount! HereÆs another way to move ahead: stop the ridiculous game of ôclosing the sale.ö Closing is not a technique; closing is not a trick; closing is not about magic phrases and looks and power games. Closing should be a natural extension of your conversation, and the two most effective questions you should ask your prospect as you near the end of your value-based discussion are: 1. Does what weÆve talked about so far make sense? 2. What would you like me to do next? Answer to Question 1: If youÆve prepared for the meeting, discussed the prospectÆs key issues, and monetized the value of your solution, of course it makes sense! Answer to Question 2: ôLetÆs go aheadö or ôLetÆs do the paperwork.ö Or if your prospect answers this with ôGet Outö or ôDrop Dead,ö you have a pretty good idea that the sale is not ready to close. Seriously, carefully listening

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Florence of Holland Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession

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