Identify the consequences from the challenges/pain.One of the best things you can do to speed up the sales process is to help the prospect understand the true impact of the challenges, or pains, that he is facing. In this powerful lesson, you’ll learn to find that impact, understand why it motivates the prospect and then use it to accelerate the sale.
Topics in this lesson
- Use Iceberg and Motivational Hierarchy Pyramid to find exactly where the impact is located
- Exactly why the impact motivates the prospect to take action
- Maximize your use of impact in the Sales Acceleration System
- Create impact questions specific to your industry and then add them to your Interview Sheet
- And much more