Posts Tagged "salesman"

6 Things Your Prospects Fear

»Posted by on Sep 30, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

  When you approach a person with a business proposition, product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice.  Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1.  They fear you. This is a trust issue.  Your first job is to help them realize that you’re just like them.  You’re a regular person.  You’ve been in their shoes.  But even better, you are someone who is...

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Sales Tip: Identifying Your Ideal Prospect

»Posted by on Sep 8, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Who Is Your Ideal Prospect? Prospects are everywhere.  Theoretically, your telephone directory is full of prospects, but it doesn’t make sense to start contacting everyone in your telephone directory; they’re just suspects. How do you determine who your prospects are?  First, you define a prospect. Defining a prospect A prospect is more than a name on a list.  Names on a list are just suspects.  You can identify a prospect by doing a small amount of detective work and some reasoning.  A prospect is a person who is favorably inclined to purchase what you’re selling. A prospect must satisfy four...

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Sales Tip: Become A Champion Listener

»Posted by on Sep 7, 2011 in Personal Development, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned postcards were distributed to the company’s salespeople all across the country. I followed up on one of the cards, setting an appointment at the home of a woman, who turned out to be an elderly widow.  She was very...

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Digging For Sales In A Vein of Pure Gold

»Posted by on Jul 21, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Serving your current customers the way they should be served can be like digging in a vein of pure gold.  You have a source of new business right in your file cabinets or on your computer’s hard drive.  It is expensive to find new prospects and convert them to customers.  When times get hard, as they have been for the past three years, our natural inclination is to double our efforts to attract new customers.  There is nothing wrong with that, but there is an additional way to bring in new business in hard times that is much cheaper. Our files are loaded with people currently doing business with us,...

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6 Things Your Prospects Fear

»Posted by on Jul 16, 2011 in Sales & Marketing | 0 comments

When you approach a prospect about your product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice, even if you have an appointment. Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1. They fear you. This is a trust issue. Your first job is to show them that you’re just like they are.  You’re a regular person. You’ve been in their shoes. But even...

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