Source: eGrabber Newsletters
'Reciprocity' means to give and take mutually. When you give your prospects something, they feel an obligation to give back.
Ask questions that will educate you about your prospects and their needs. One question could be “What is the biggest challenge that you are currently facing in your business”? The objective is not necessarily to fix the problem, but to provide them support. Refer them to an article or white paper that can assist them in their area of challenge. Look for opportunities to provide information that is helpful to your prospects.
You’ll find that reciprocity brings down your prospects' resistance and often makes it easy for you to negotiate, build relationships or ask for referrals.
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