Greasing the slide is a term that refers to making your sales pitch so appealing that your prospect can only say yes. To make this work, you have to do what I call "weeding the garden". This involves addressing issues that your prospect may have problems with, to allow their desire to buy to come through. In other words, get rid of the objectionable weeds (pun intended), so that they will then act on what they really want.
In other words, get out of your way by getting their reasons to hesitate out of the way. By the way, this involves a LOT of listening.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment