Sales Tip of the Day: THREE IS A MAGIC NUMBER

Do you want to get to the real hear of your prospect’s problem?  Remember that three is a magic number.

When you meet with your potential client, ask them a single simple question like, “why are you concerned about (the problem) right now?”

Listen carefully to what they have to say, then write down their response.

Ask, “what are your other concerns about this?”  Listen again and write down the response.

Then ask the same question a third time, listen and write down the response.

Once you have all three responses, feed them back to the prospect to make sure you have everything right and make any changes they suggest.

Now you have real engagement with the prospect, as well as virtually all the information you need to make the sale.

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