Understanding your clients’ needs and desires is a crucial step in the sales process. And it’s only through asking the right questions and having the ability to listen well, that you can source this information. That’s the first of five steps to increasing sales conversions. Sales and business strategist, Maree Kirkpatrick says pricing and bundles should be tailored to meet specific client requirements. Asking for the sale shouldn’t be considered pushy or salesy. Objections should be seen as opportunities to provide additional information and to address concerns. And the final step, onboarding, is critical to creating a positive client experience and to encourage referrals.

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