#2- #5 of The FOCUS 8-Step Sales Conversation That Closes More Sales

Step #2: Ask Questions

A powerful method of establishing rapport is to ask great questions about the prospect! Then ask questions directly related to your prospect’s business, talking their language.

Step #3: Find the Need

Finding a need or qualifying the buyer, means discovering

1. Where is the pain?

2. Quantify that pain in $ terms

3. Is there truly a requirement for your product or service?

4. What are they looking for in a product or service that would fix the pain?

5. What factors will influence them to buy?

Step # 4: Establish Value...

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