Get Your Prospects Involved and You Won't Need To Sell Them written by John Jantsch read more at Duct Tape Marketing
Here’s a technique that many businesses can and should use.
Want to close almost every deal you come across? Get your prospects involved before your ever make a call on them.
Here is what I want you to think about applying to your sales process.
You get an appointment with a hot prospect. Before your appointment, send them some homework. Send them an evaluation form, a “goal audit”, a checklist, an “asset reminder exercise.” Send them some sample of how you work and ask them to get involved and all of a sudden they will begin to see themselves getting the results you promise before you ever show up to talk about how smart you are.
It’s kind of like the car test drive. Get them in the car, take it out for spin, heck, take it home and show it to your spouse. Once they touch the goods, they will be hooked. So put the product in their hands.
Quite often, businesses that adopt this little twist find that the prospect has already sold themselves before you ever show up.
This technique will shorten the sales cycle and put you in control of the process of selling like nothing I know of.
Work on it.