Okay locate let’s schedule a time now where Ivan demonstrate my findings to you and then on that assessment review call what you’re going to do is you’re going to understand more about their company you’re going to show them where they have issues where there’s problems because remember in the absence of problem it’s really hard to get somebody to buy anything but if you can show them hey look here’s.
What will happen in your Business?
where the problems are and here’s what will happen in your business once you solve these in terms of more traffic more calls more leads more profitability you can really get them excited and prompt them to go ahead and take that next step in doing business with you and then of course the third would be to follow up and close obviously you want to try and ask for the business while you’re there you’re going to close all if you’re in live andin person you going to close relatively large percentage if you’re doing web-based.
calls and web-based meetings maybe a little bit lower on the phone call ratio close ratio but you want to make sure you get a process where you’re following through and you’re closing those deals over a one to two week period after the initial presentation and so that’s the consultative sales process not super complicated your initial call you want to schedule an assessment the assessment them the pain and give them the solution and then you want to make sure you’re following up and that you’re closing.
Those opportunities into new business so now let’s pretend like we’re in the meeting right we’ve got past the initial call and now we’re going to redoing a web-based meeting or a live meeting we want to drive this with three-part process with the first being building rapport and you know you want to make sure you spend some time getting to know the person.