- Make a names list and mental notes of your top clients that you have made major improvements for with your services. Capture every detail of how those conversations/sales went down.
- Share these stories, with as many details as you can, with potential new clients during your approach, introduction, presentation and most importantly your close to establish monster credibility. The reason for this is to connect in some way through stories that show your evident experience of doing business with people in similar situations to theirs.
- Have 5 power names and stories that you can share when someone gives you an objection that you hear a lot. For instance if you get the Blue Cross/Blue Shield Objection then you share how (“Name” of existing client) worked through that with you through this, this, and this and is now living a better life because they did.
Are you ready to take it to the next level? Learn about Southwestern Consulting’s Coaching Program.