“If you set up interviews and conversations at conferences, those prospects never go away… you create that stickiness and long-term opportunity.”
♫
Said on The Industrial Talk Podcast Network
“Don't ever start with talking about your products and services. The prospect will ease his or her way out of buying.”
Clarence Napier · Insurance Broker and Consultant Supporting Business Owners · Episode 1149: Managing Sales Expectations and Controlling Prospect Interviews
Play from 6:41
6:41
Audio streams from the publisher’s own feed. Verbatim does not host or copy it.
What was described
During prospect interviews, avoid starting the conversation with product details; instead let the prospect talk about themselves and their needs
Said nearby on the same subject
“We partnered with a specialist in the space and we interviewed thousands of Australians, both prospective investors and existing investors.”
MJ
Mark Joachim
money money money ·
“Our account executives don't even prospect. We fill their calendar with meetings.”
♫
Said on The GTMnow Podcast
“Closing the first meeting with an assertive assumption rather than asking if the prospect has any questions increases the chances the prospect will schedule a second meeting”
CS
Chris Smith
Financial Advisor Success ·
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