- Find the common ground. What is there in the rapport-building that "clicks" — something that sparks the conversation and takes it deeper?
- Find the engagement. How meaningful can you make your questions? Get to the heart of what's important to your prospect.
- Find the need. In conversation and two-way dialog precipitated by your questions, uncover the real needs. Find the symptoms and address the needs.
- Find the desire. By exposing desire you at once understand how important your product or service is to the prospect.
- Find the opportunity. Common ground, engagement, need and desire will expose the one element necessary for you to make sales: opportunity. Your job is to discover how to take advantage of it.
- Find the value. And prove it. Perceived value is the basis for moving forward.
- Find the improvement or productivity. Everyone wants to improve and become more productive.
- Find the profit. Don't "save me money." Show me how I put money in my pocket.
- Find the decision maker. Focus attention on the person who can say yes. Spend time finding him or her. Talking to non-deciders is a pain.
- Find the urgency to buy. Once you find this, your sales cycle will be cut in half, or more.
Read more pain-free sales tips from Jeffrey Gitomer at www.gitomer.com.
