Interview and Sell More

Unless you have a client sitting in front of you under hypnosis and the check book is open, you have to identify where you can solve a problem before a deal is made.

This is where good interviewing skills can help . . . not browbeating or pushing someone over the cliff types of interviews but good listening and targeted questions that help to uncover opportunities. Through a good interview, you can identify goals and pain points and work to develop an appropriate solution. By uncovering challenges and helping clients with solutions, you will become a trusted advisor and clients will look to you for solutions as needs arise.

As an example, here are some of the key questions we ask when interviewing clients:

- What are your marketing goals right now and what
  are your biggest challenges?
- Who are you targeting?
- What specific products or services would you like
  to promote?
- What differentiators can we highlight?

By gaining an understanding of your prospects goals and challenges, you can develop a strategy that will bring about positive results. When you are able to uncover opportunities and develop solutions, you become a trusted partner that clients turn to in time of need.