Step 5: Their Future Plans
Identifying wants, wishes and needs
Once we have built up initial rapport with a prospect, it is essential we spend a significant amount of time trying to understand as much about them as we can. Put simply, the more time you spend in this area of the process, the more chance you have of achieving a sales result with someone.
The golden rule of sales is that it is not about you and what you do, it is about the prospect and what they want and need.
The first dates we have are generally about seeing if there is an initial rapport and chemistry. We want to form an immediate connection but, in most cases, we have to spend more time getting to know the person to get the result we want.