Get. On. The. Phone.

One of my private clients sent me a string of emails last week from various clients and prospects he was working with.?

• One wanted to know pricing
• One wanted to ask about his post-speech services
• One was turning him away because his fee was too high (it wasn’t)

With each of these emails he forwarded to me, he asked me some variation of:?

• How would you handle this??
• How should I respond??
• What would you do in this situation??

My first response was about an initial meeting he has coming up with a Chief People Officer at a large corporation.?

My advice to him was:?

===

The best thing you can do is to ask questions about?his?goals -?his?initiatives - what?he's?working on - what?his?team wants, needs, and is looking for - what similar programs have they tried before and what worked/ what didn't? Keep the focus 100% on?him, his team, his goals, his results.?

As the conversation unfolds and you uncover specific triggers, key concepts, and wants/needs - you can then propose a couple of different ways they can use you in the context of reaching those goals and achieving those outcomes.?

Short answer - it's consultative selling and much more about the questions you ask and the answers he gives.?

Prospects will SHOW you how to sell them - if you ask enough questions and let them talk 90% of the time.?

===

Then he forwarded the emails about the prospect with the pricing inquiry, the other client about post-program options, and the third one saying, “sorry I don’t think we can afford you” email.?

To the first… I said, “Get on the phone.” With some specific ideas and language.

For the second… I said, “Get on the phone.” And gave him the exact questions to ask.?

By the third time, this is the email he got from me:?

Nothing good happens outside of a conversation.?

If you want to open more relationships, deepen the ones you have, get better at upselling, cross-selling, and getting repeat and referral business…?

You guessed it: Get. On. The. Phone.?

And if you’re REALLY serious about improving your game, then let's see?how we can help you further.