Here are the basic 6 steps nearly every salesperson, service provider or consultant follows if they’re successfully picking up paying clients at a premium price.

• Building rapport.
• Asking questions. Gathering valuable information.
• Providing possible solutions. Use stories and cases studies if at all possible.
• Establishing the dollar value of those solutions.
• Coming to an agreement and arranging payment.
• Arranging the next meeting or contact before leaving.

You may not follow all of these steps in this order and it may take more than one visit but this gives you a very good outline of what you need to do to go from being a complete stranger to a paid consultant or service provider.

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