This is a collection of twelve simple steps all salespeople should live by.
- Being genuinely interested in your prospect’s personal and professional opinions will do as much (perhaps more) to develop rapport as identifying his personality style or discovering if he is a football, baseball, or hockey fan.
- It’s just as important to disqualify a selling opportunity as it is to qualify it.
- What the prospect wants and what the prospect actually needs are rarely the same.
- The prospect’s problem is never what he thinks it is.
- It’s more important for the prospect to discover that he has a best-fit problem for your solution than it is to demonstrate that you have a best-fit solution for his problem.
- When the prospect says, “Money’s no problem,” it’s guaranteed to become one.
- A prospect with a budget and a strong reluctance to spend it is no different than a prospect with no budget at all.
- The objective of each encounter with a prospect is to either pave the way to the next step in the selling process—and eventually a buying decision—or to end the process.
- When a prospect states that he can’t make a decision, he just did.
- The financial investment to obtain your product or service is often less significant than the other “investments” the prospect must make to implement it.
- Identifying how and by when a prospect will make a buying decision is just as important as discovering who is involved in the process.
- If you wait for your customers to voluntarily provide you with referrals as a reward for the exceptional service you have delivered, you’ll be waiting a long time.
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