It's not about you, it's about them

From my email comes this tip for salespeople in all walks of life even though it was written for advertising sales professionals:

Sales Tip from the RAB Training Academy: Why Prospects Buy
By John Potter, VP/Director, RAB Radio Training Academy

Do not expect prospects to buy because you want them to. Think about why prospects say yes to you. Here's a short list:

1. They like you (relationships are important).
2. They believe you understand their needs.
3. They trust your recommendations.
4. The price is within reason.
5. They think you can help them make more money than they spend.

What do any of these have to do with a special package? Let's agree; not much. It's all about focusing on the prospect.

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