Presentations That Move Right to the Sale- Lead to Your Recommendation

By
Title Insurance with Heinrich Group

Presentations That Move Right to the Sale

 

Lead to Your Recommendation

 

Next, bring your buyer deeper into the presentation by using a setup or framing question to bridge from the customer's world to what you are selling or recommending.

 

You: "Given this scenario, how can we help?" or "So, the question is, 'What is your best option?'" or "With this background, how does XYZ add value?"

 

A bridging question creates a sense of anticipation in your customer for what is to come. Then, answer the question with a brief overview of your recommendation or idea. For example, "The answer is... " or "There are three reasons to use XYZ... "

 

Use a reinforcing transition to link back to your buyer's objectives. For example:

 

You: "...which will help you meet your objective" or "As a result, you will see many more visitors to your web site."

 

Buyers think: "Great! Tell me more!"

 

 

 

kheinrich@firstam.com www.fatcohouston.com
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Rainer
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Katiejo Franks
Real Estate and Beyond, LLC - Scottsdale, AZ

People consider you the expert-They want to hear your opinion so give it to them and let them make the decision

May 21, 2009 08:46 AM #1
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Rainmaker
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Kevin Heinrich

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