In our facility, the qualification process or "consult" is one of the most important parts of our entire journey. Understanding how to actively listen and really dig deep on that initial sit down allows you to build a relationship and really dig deep into your clients' goals. Allowing you to overcome objections during the pricing presentation.
Takeaways:
- Understanding the importance of the qualification process and the impact is has on the whole consult
- Using a prescriptive-based model to customize their program
- Overcoming objections based on what's been discussed during the qualification process
- Maintaining long-term relationships
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