Friday, February 09, 2007

Another place for wisdom and reminders

Click on the title and you'll get the home page for Wendy Weiss. Or google her and you'll get this .

Here's a sample that caught my attention that we used in a recent sales meeting:

Prospecting Tips (April, 2006)

1. Make telephone calls. No one will ever say, “yes” if they do
not know of your existence.

2. Feel your prospect’s pain. Articulate that pain. Your prospect
will see you as someone who understands. Then, offer a solution.

3. Position yourself as an expert, someone who has knowledge and
authority. Do this by discussing your expertise and your
credentials. Answer the question, “What makes you (or your
company, product or service) different from everyone else in the
entire world who is selling something similar?”

4. Sell something in which you believe--something that offers a
value and benefit.

5. You are on an equal level with your prospect. Yes, you need
them, but they also need you. It is a reciprocal relationship.

6. Your priorities and your prospect’s priorities are different.
Differing priorities do not translate into rejection. They are
just differing priorities.

7. Practice your script with an 8- or 9-year-old. If they do not
understand what you are saying—neither will your prospect.

8. Know the goal of your telephone call—and this goal may be
different from your ultimate goal. For example, if you are
calling to set up a new business appointment, the goal of your
call is an appointment—not a sale. Once you know the goal, make
sure to ask for what you want.

9. Actively listen to what your prospect is saying. Take care not
to project your fears and insecurities onto your prospect.

10. Think of your cold call as the beginning of a sales

Pick one tip to implement today. Take action now to change your
prospecting results.

For More Information, Contact Scott Howard at 260-710-7078.

These 10 tips are from

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