| The Natural Progression | | | | what I came up with, then you tell me if you |
| When you have correctly worked your way | | | | agree?" |
| through the process of turning Contacts into | | | | Once you've made the presentation, the prospect |
| Prospects, as we teach in the Power of Ten | | | | will either agree and buy, or tell you why he |
| Sales Training Course, the close will become a | | | | doesn't agree, which gives you an opportunity to |
| natural progression, simply an extension of the | | | | continue the conversation, make revisions, and |
| conversation. | | | | close the sale. |
| Part of the process that we teach and use on a | | | | With this approach, you are on the same team. |
| daily basis, is adequately qualifying prospects | | | | The potential customer will appreciate the fact |
| based on their needs. This is the first part of the | | | | that you are trying to help them succeed. They |
| conversation, assessing the need. Listen, then | | | | never really get on the defensive, because the |
| offer a suitable solution. | | | | feeling is that they are simply having a |
| The second part of the conversation is the | | | | conversation about how to help their business |
| presentation. When the opportunity for a | | | | succeed. |
| presentation does present itself, try starting the | | | | In this process, I have rarely had to actually ask |
| conversation with something like this - "Based on | | | | for the sale. The prospect will usually ask "How do |
| what we have talked about, I put together a plan | | | | we get started? |
| that I believe will work for you. Let me show you | | | | |