How does that fit?

There are two really big mistakes you can, and will, make with clients if you do not do the process correctly.

There is a "tried & true" process that consist of:

1. Identifying prospects

2. Asking the Right Questions

3. Constructing a professional and customized proposal

4. Making a professional presentation

5. Following up

Each of these steps is necessary in order for you to do what is best for your new and current customers. So, do not take any shortcuts! Once you have the information you need, you should have a very good idea on how much your clients should invest in your products or services.

The two biggest mistakes that a sales person will often make are:

1. They sell the client more than the information indicates they should.

2. They sell the client less than the information indicates they should.

While either of these is wrong, the biggest mistake is selling the client less than they should. When this happens the program you are selling never has a fair opportunity to succeed. You have invested considerable time and effort learning what the client needs and just when you get to the critical decision process, you acquiesce and allow the client to do the wrong thing by under-committing. You need to revisit with the client why you are making the fact-based recommendation and ask the client why they feel the recommendation does not meet their needs. Do not just take the money and run. Rather take the opportunity to build a greater level of trust by engaging in the discussion as to how and why you are recommending this plan.

Make sure your recommendation fits. If it is too large it will be awkward and difficult to manage. If it is too small it is uncomfortable and restricts movement and growth.