They are a spin-off of a larger company.. but they expect the same deal as their "big brother/sister."
What if the client isn't follow through with the things that will help them realize results?
Here is a link to the Objection Clinic with the document... and it's attached here under Additional Resources, too.
Ask yourself this: "If they were not already a client, how much time would you invest in getting them to become a client?" Or, are others a better use of your time?
It might seem creepy if you tell them that you are monitoring their activity.
How do you set expectations so you can take them through the quadrants?
In this example, see how to use the quadrants to qualify an old opportunity where the client hadn't taken action. How do you know it'll be different this time?
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