Your firm is successful because you have won business and convinced clients to buy from you, and some have bought again and again.

The current success of your firm is down to your hard work to win and keep these clients, but the future of your firm also depends on winning new clients and growing your sales.

So, when it comes to a sales meeting or conversation with your client or a prospect, how do you prepare?

Because you know the ins and outs of your products and services, it’s tempting to ‘cut to the chase’ – to want to dive right in and explain to your client how your service is going to help them. However, it’s worth remembering that every client is different, with unique issues.

Obtaining a comprehensive view of your client’s situation by asking carefully prepared questions and then really listening to what they have to say will get to the heart of their specific issues. 

By truly understanding the problems your client is experiencing, as well as the implications of those problems, you can more easily demonstrate the value of your products and services and they will not need to be persuaded to buy from you.