Every member of your team needs to answer the following questions for your client on each call. 1) What are you recommending? 2) Why should I buy it? 3) Why should I buy it from you? 4) How can I pay for it? 5) When should I buy it? The challenge we face is that sometimes our clients do not ask these questions so we must address them up-front for the customer. If you fail to answer any one of the five questions in the client’s mind, the question they ultimately will ask you is: Why ...
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