The Art of Making Offers That Get Accepted

Mastering the art of making offers that get accepted can have enormous impact—on financial success as well as ability to contribute to others. If you know how to make offers that get accepted, you can win more of the clients that suit you best, and contribute at greater and greater levels.

At the heart of mastery in this area is excellent listening and observational skills, ability to presence one’s self authentically, ability to make a personal connection, and ask questions that get to the heart of a client’s concerns.

One of the biggest mistakes people make in selling is making offers too quickly. According to Dartnell Research, a leading business publisher, 9 out of 10 salespeople arrive at the end of their sales process before 80% of customers are ready to buy. When you make an offer before the buyer is ready, he or she will feel pushed. To be effective, you must establish value first. To do this, you need to learn your prospect's concerns. Ironically, if you learn to ask good questions, and listen actively, customers will tell you how to sell them, even sell themselves. The art of asking good questions, and listening for concerns is the ultimate sales skill.

Participants will learn:
How to ask the questions that elicit concerns
How to establish value
How to make a compelling offer
When to make that offer
How to save hours writing proposals
How to write proposals that sell
What to do when people say, "just send me a proposal," before you have any idea of what they want or what their concerns are

Program availability:
Half-day
Full-day
4-session or customized teleclass

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