Prospects know that vacuum cleaner salesmen (and most salespeople, for that matter) dance around the price and won't reveal it until they reach a certain point near the end of their sales pitch. Your prospect concludes the more you dance around your hourly rate, the higher it will be. Plus it proves to him that, at least in this instance, you have not been forthcoming in answering his questions. DO: Your prospect wants you to answer his question with a number. So give him your typical hourly rate. This satisfies your prospect's immediate need to hear you put some number in the blank. Then reassure him that you will give him a fee estimate, range or quote as soon as you learn more about the services he needs. This makes a positive impression twice, once when you disclose your hourly rate, and a second time when you tell him you'll provide a better answer when you learn more. DON'T #5: Don't ask questions designed to trap your prospect. In one of his books, Zig Ziglar teaches the 3-question close. I suppose Ziglar would describe it delicately something like this: By asking just three simple questions you are able to show your prospect how much he will benefit from buying your product or service. As someone who is tired of salespeople and phone solicitors, I hear it more in a carnival barker's voice: "Yes, my friend, you heard right. In just 30 seconds, by asking three simple questions, you can turn an innocent conversation into a steel-jawed trap that nails your prospect to the wall so he has nowhere to go and nothing to do but sign your contract." What is the result of using this method? To start, you trapped your prospect, so you immediately jump to the top of the list of people he doesn't trust. Do I have to go further? Do you like it when someone does this to you? Of course not. DO: A persuasive marketing presentation offers all the facts and all the ways your prospect benefits from hiring you. Then it emphasizes that you will do whatever it takes to make sure your prospect has the information he needs to make an informed decision. You add urgency to the message by pointing out what your prospect risks by waiting and how bad those consequences could become. But you always make it clear to your prospect that the decision is his and his alone -- and that you're there to provide information, answer questions, and help him make the best decision, to whatever degree he wants your help. DON'T #6: Don't sell services from a trade show booth. Lawyers already have
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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heEduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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fromEduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Eduarda Vanchi Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs.
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