My coach and I were chatting about an opportunity that I have coming up with a prospect, and I asked him how he would handle the prospect. He said, “Have you thought about using the old NEADS flip chart – it’s usually a good format.
It is a good format for a sales presentation. It simple, it’s easy, and it works.
N – What does your prospect have Now?
E – What do they most Enjoy about what they have now?
A – What would they like to Alter or change about what they have now?
D – What are the parameters for making a Decision? (And who is the decision-maker?)
S – What proposed Solutions can you offer?
Remember to find your prospect’s NEADS and watch your sales go up.
Enjoy the learning, and…
All the best!
Bill
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