Tyler, a coaching client, came up with great verbiage to re-enter the Discovery stage with prospects who were giving him no attention and with advertisers who had left him. The first time he used it, he turned a cancellation into a 3x sale. Here’s what he said:
I approached him with, “I don’t think I’ve been meeting your needs.” His customer replied: “What do you mean?” Tyler responded by saying he'd never really asked what was important to him, and he followed that statement by going right into his fact finding questions.
When Tyler realized how important this stage of the sale is, he incorporated this all the time, and blew the socks off his sales records.
I hope this helps you.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896).
