No 21. Build rapport - don't pitch to early

July 25, 2012

BIG, BIG debate on LinkedIn prompted this one!  It is very easy to pitch products and services too early - before we have sufficient information or have built any real rapport.  How do you avoid this trap?  Use this structure - get the prospect talking about 1) themselves, 2) their organization, 3) their present application / useage, 4) their technology / method.  Dont forget - use open questions HOW WHAT WHY WHERE WHEN WHO. Make it a conversation not an interrogation.

Whatever you are selling this works but if you want a variation on this technique for selling professional services, consultancy, legal services or accountancy, rather than products, email me

Posted in Weekly Sales Tips.

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