When a doctor tells you that you need triple bypass surgery, you don't negotiate with him to start with one bypass and see how it goes.
How do you establish yourself as the authority in your niche?
First you need to determine what your prospect's biggest problem is. Perry Marshall calls this “the bleeding neck”. What keeps them up at night? What is their biggest fear if they don't solve this problem?
Next, you ask open ended questions and listen. “How is this affecting your family life?” “How is this affecting morale in your company?”
They will open up and tell you what the think will happen like “I won't be able to make payroll next week”
Keep saying “Tell me more” and listen. They will go deeper and deeper into what's really bothering them and how it will affect their business and their personal life.
This process makes them trust you and when you offer a solution to solve their problem, they won't hesitate to invest in your solution.
Register for all 5 free “How to Sell Without Selling” webinars and replaysRegister for all 5 webinars
All webinars begin at 8 AM PST/11 AM EST.
Matt will teach one topic for 15-20 minutes then answer your questions.
Monday – Who Do You Want As A Client – What Do You Want Out Of Life
Tuesday – Breaking Down Barriers – Softening the beach head
Wednesday – How to sell without selling.. Part 1
Thursday – How to sell without selling.. Part 2
Friday – Overcoming Objections
Would you like me to help you? I'm the #1 best-selling author of Ultimate Guide to LinkedIn for Business and Ultimate Guide to Twitter for Business. People call me America's Leading LinkedIn Coach. I'm the founder of Search Marketing Simplified, LLC, a full service online marketing agency. The SMS team designs and implements advanced LinkedIn and social media lead-generation strategies for small to medium-sized businesses. SMS will set up and manage your marketing funnels using organic, social and paid traffic. Did you know I've been working with the internet since 1991, long before Al Gore invented it?