Closing The Deal With Clients

Closing The Deal With Clients

What We Can Learn from Salespeople

By Robert Taibbi

September/October 2013

When clients call for a consultation or come in for a first appointment, an underlying question, often unstated, always shapes what happens: is there a good fit between what I’m looking for—relief from anxiety and depression, for example—and what you have to offer? But that same question, albeit expressed in different ways, is by no means restricted to what happens between therapists and clients. However we may resist the idea, we’re in the therapy business, and the reality is that our initial contact with clients represents the same challenge faced by salespeople seeking to turn shoppers into satisfied customers. What good, responsible salespeople know is that their job isn’t to make people buy things they don’t need, but to assess people’s needs and show them the match with what they have to offer.

Think about the experience of buying a car—as soon as you step onto a dealership lot, you’re ready for the sales pitch, the question-and-answer dance of customer and seller. Like it or not, you’re doing this same dance when you first talk to potential clients. You’re not trying to peddle some product people don’t really need: they’ve called you up, or stepped onto the lot, as it were. They want to know what you can offer them. Your goal is to use your skills to help them feel safe and well served. When that happens, you can close the deal. But how do you do it? Here are eight steps to help you make a good sales pitch.

1. Understand their

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