‘6 Ways Repetition (Repetition) Compels Prospects to Buy’ – HubSpot
Melanie Lane says, “You’ve finally gotten a prospect in front of you who wants what you’re selling. Eureka!
You proceed to qualify them by asking questions about what they need and how they’d use what you are selling. You think it goes well. Then you go to present your solution. You think it has everything they want. Only … it turns out you missed quite a bit and your “solution” won’t solve their problem after all.
Most sellers, in their quest to start pitching, have a habit of whizzing through the most important part of a sale: Discovering exactly what the client wants. They hear a statement, it goes through their own internal filters, and they race to the finish line like a cat presenting a prize mouse. Here it is! Look what I did! Aren’t you proud?
But there’s a link missing here. The most important step the majority of sellers bypass is confirming what they think they heard with a client. In other words, that critical process of repeating the prospect’s statements and answers back to them to ensure you got it right“.
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