The answer to the second question is related to the first. Guide your prospects through the process of how you will deliver not just the result they are looking for, but an even better result than they might imagine. Be professional, respectful, and attentive to their wishes and concerns. Communicate clearly and calmly, and earn their trust.
At that point, all three legs of the stool will be in place, and closing the sale should be just a formality.
For more insights on how to succeed and grow your business, stop into one of our seminars at Spring Market. For topics, dates, and times, check out the Events section in mid-February. We look forward to seeing you in High Point.