Knowing what your prospects want when they call you up and inquire about your product or service is the key to closing more sales.
But how do you do it? Especially if you aren’t a mind reader.
You could ask them outright what they want but some may be unwilling to reveal their true intentions – especially right in the beginning. Prospects like to hold their buying cards close to the vest.
A better approach is to understand today’s prospect and make sure you avoid short-circuiting the sales inquiry process right from the start.
Here are 4 insights regarding to today’s buyer that will help you develop -and maintain selling momentum – from the inquiry right on through to closing the sale.