Thêm Recommenders tiềm năng vào danh sách cá lớn của bạn: • ngân hàng - người tiếp thị cao cấp, hoặc một người nào đó những người hiểu biết một người tiếp thị; • - giám đốc kinh doanh,Không, không có vấn đề bài viết ấn tượng như thế nào, không ai sẽ ngày bạn chỉ vì nó. Vì vậy, chúng ta sẽ cần một cái gì đó khác . | 112 THE JELLY EFFECT b If you are speaking to a particular customer - Customer X - how do you find what their DESIRED AFTERs are How it works What you ve done so far is a great start but if you flung all your AFTERs at a potential customer there would still be too much jelly. Yes it would be more interesting to them but would still contain lots of irrelevances. They won t want half the AFTERs you can deliver. To make sure you don t do this you need to find the DESIRED AFTERs for every customer you speak to. And this is how . When you go to a sales meeting with Customer X after you have had the initial rapport-building use some all of these phrases to establish what her AFTERs are What are you looking to achieve AFTER our work together If everything were to go really well with this project where would you be AFTER it How would you judge this project to be a success If you were to look back in twelve months time what would have to have happened for you to think this project had been a success What disaster will befall your company if you can t get this sorted now How will you feel if you can get this right How do you measure if your business is doing well and does this project improve these areas in any way What keeps you up at night You won t use all of these questions just one or two of them until Customer X goes from none to one and tells you an AFTER they want from you . Then use these two words to move things along Anything else Once clients have said their first AFTER the words Anything else draw more and more out of them. TEAM LinG HOW TO SELL MORE 113 In fact you ll often find Anything else leads customers into telling you everything you need to know. In my experience when my clients hear the words Anything else for the first time they ask Is that it And I admit it doesn t sound very hard. But often in business it s the simplest things that make all the difference. If I were you I d find your best friend in business and practise this questioning technique .
