By Cheryl Issac
I learned this method during my former life as a banker. After three meetings with a potential small business customer, I was about to nail the deal. We were going to transfer some of her business assets from another institution, and provide the funding for her business remodel. This was a big deal for my portfolio. Then she walked in and uttered the dreaded words, "I just don't think I'm ready yet."
After she left, disappointment clouded my thoughts. I was making some quick notes and putting away her file, when I looked up and saw my mentor glaring at me. "What are you doing?" he asked, "she is still a potential customer, and it's your job to continue to treat her like a potential client." He then walked me through the steps that helped me win over this client within two months, and helped me become a top ranking banker.
Here are a few of those steps I've tweaked for my business -- and may help you when dealing with a hesitant client:.... MORE >>
After she left, disappointment clouded my thoughts. I was making some quick notes and putting away her file, when I looked up and saw my mentor glaring at me. "What are you doing?" he asked, "she is still a potential customer, and it's your job to continue to treat her like a potential client." He then walked me through the steps that helped me win over this client within two months, and helped me become a top ranking banker.
Here are a few of those steps I've tweaked for my business -- and may help you when dealing with a hesitant client:.... MORE >>
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