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Sales Skills: Talking With Prospects - 4 Things You Must Know Before You "Pop the Question"
Whether you are face-to-face or on the phone, talking with prospects can be a nerve racking experience. You're concerned about what to say and more importantly how to say it. All the while the potential prospect is talking way but you can't hear a thing because your too busy waiting for an "in" to pitch the sale or say something interesting to catch their attention... Has that happened to you before or is it just me that has made these kinds of sales mistakes? Here's how to engage in conversation while talking with prospects easily and discover 4 crucial pieces of information you must know before talking with prospects about your (business or customer) solutions. This way you eliminate objections and rejection by only talking with prospects (your target market) but never suspects (the others) about your offer. Here's What You Need To Know 1. Does this person have a problem? Ask question to uncover IF your potential prospect have a problem with there current situation. 2. What is the level of desire to change it? Not everyone who has a problem has the level of desire needed to mentally sustain themselves through the entire process. That will not serve you nor them very well even if they do start, they will drop off quickly. I know you've probably experienced this already. 3. Can you solve the type of problem they have? If their problem within the scope of your expertise or knowledge you are in a better position to help them. In order to sustain a disciplined effort to achieve ant thing a high level of desire is necessary. They've got to be hungry and looking. 4. Are they prepared (time, money, etc.) to solve it? All four elements need to be present before you even start thinking about introducing your products or services. When you are marketing your business online all of those things are taken care of by your marketing funnel so only the best qualified candidates end up in your in box! On the Internet people are not simply browsing like they do in a mall. They are looking for a specific solution to a specific problem like needing more leads and more money. They're using specific key words associated with their needs and wants like "automated lead generation", causes of and "cure athletes foot". By the time the make it to your website they have already taken care of #1 and #2. If you do a good job on demonstrating you're capable of #3, #4 will be answered in the form of more sales, more list subscribers, referrals, opt-ins for free consultations and repeat buyers, etc. How Does It Work Offline? When you're in a people business like direct sales and network marketing that high touch interaction is key to your success.You have got to be able to uncover these 4 core elements. This is done through talking with prospects about three areas of their life: · Their past history · Their present moment · Their future desires Often times potential prospects don't qualify to be invited to our team based on the the information gathered but we can feel so hard pressed to recruit someone we persist! This it leads to disappointment on both sides in the form of rejection for you and an annoyance to your prospect. When you've found there is a problem you can solve, and a certain level of interest in solving it, your solution becomes a natural extension or your conversation to explore whether your solutions will work for them.
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More Sales Skills Ideas and Tips The Vital Importance of Sales Activity Targets Sales Mistakes: Virtually Waving Prospects Goodbye From Told to Sold: Leverage Your Sales With Stories |
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