Archive for June, 2007

Prospective clients want to know only two things…… !

Posted by richard on 28 Jun 2007 | Tagged as: General

Potential clients want to know only two things from you.

 First: Can you help them?

Second: How will you help them?

Your task is to be specific. The more pinpointed your focus, the better for your prospect.  If you are too general, it will be difficult for the prospect to understand what you can do.  Most […]

No Comments »

How to Create Urgency with Your Prospect

Posted by richard on 18 Jun 2007 | Tagged as: Client Successes

It is no secret that your prospect will not act on your ideas if urgency on their part is low.

If you are able to tap into your prospect’s self interest, that’s a fast way to increase their level of interest and urgency.  When your sales conversation is about the sales prospect’s personal impact, you cannot […]

No Comments »