The 4 Questions They're Really Asking When Your potential Client Says, "So, how does this work?"

I was on a call with a client last night. We were reviewing her sales process to see where she was getting stuck.

She did a great job at building trust, finding the need and want. She was asking the right questions and the process was going really well...

until...

she got to the pitch...

it was, let's call it, less than "pitch perfect".

She'd pulled out the contract and started going through all the details and she'd lose them. They would drift off to their happy place and getting them back after that was really tough.

 

Here's what they're REALLY asking you when they say "so, how does this work?"

  1. What am I going to have to do?

  2. How painful is it going to be?

  3. How long is it going to take?

  4. How much is it going to cost?

 

And if I were to sum it up in a single sentence it would be:

 

HOW MUCH TIME, EFFORT AND MONEY AM I GOING TO HAVE TO INVEST BEFORE I SEE THE RESULTS I WANT?

 

Become pitch perfect.

Answer THAT and people will be lining up to work with you.

 

xo Elaine

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