Elements of a good Consultative Interview with a new prospect include:
• A list of carefully scripted questions, done before a meeting. Preparation is a key to success in moving a sale forward.
• An agenda for the meeting. Prospects are looking to you to let them know what to expect during your time together.
• A thorough needs assessment. Your scripted questions will allow you to identify prospect needs as you control the flow of information.
• A discussion of fees. In the spirit of transparency, you’ll want your prospects to understand up front how you get paid.
• A clear understanding of a prospect’s decision making process. Find out who besides the prospect (family members, other professionals, associates, etc.) is involved with the decision to hire you.
• A next step – either signed paperwork or a subsequent appointment. If another meeting is called for, get it on the calendar. Don’t accept “Why don’t you give me a call me next week?”
Do you have a clear Consultative Interview process to use with your prospects?