by sai kumar
i would like to know how to actively engage your prospects when you are trying to sell a solution but not a product.
you always engage a prospect the same way.
First, you build Rapport. So they allow you to enter into a dialogue. Not friendship but
Second, you have to focus on WIIFT (= Whats in it for THEM). This means you have to ask questions about their wants and needs and LISTEN to their answers./ Then you respond with benefits that directly help them with their wants and needs.
To make your interaction even more effective you need to be able to speak their language. That heightens the rapport and allows them to perceive your offer cleanly (without the need to translate what you are saying) You can find out about how to have responsive customers by reading my report of that name which is available on my persuasion psychology webpage.
Hope this helps, Greg