We explore three transformative questions that can dramatically improve sales performance by helping you identify and focus on ideal clients who are most likely to buy.
• What problems do you solve for clients that keep them awake at night?
• Where do your ideal clients "hang out" and how can you position yourself to be visible to them?
• How do you identify people who are NOT your ideal clients so you can qualify them out quickly?
• Creating a checklist of qualifying questions helps identify perfect-fit customers
• During sales slumps, resist the temptation to sell to everyone—it only makes things worse
• Being honest with non-ideal prospects builds trust and sometimes reverses the sales dynamic
• Focus your limited time on people who are very likely to buy from you
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Graham Elliott
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