Continued from page 1
4. Strike while iron is hot! When working with a new prospect, it is important to make contact quickly. Prospects are perishable. No matter how interested a prospect may appear, don’t wait for them to call you. You are only one of many competing interests for your prospect’s time and money.
5. Keep high ground and avoid temptation to badmouth your competition. While it is fair to make head-to-head comparisons, you should avoid personal attacks. Attacking your competition makes you look unprofessional and petty. Emphasize benefits of your product or service by guiding your prospect through a comparison of quality and price. Play to your strengths and not weakness of your competition. Let your prospect draw their own conclusions from a well-presented comparison.
6. Rejection is a natural aspect of sales process so don’t take it personally. Learn from rejection, use it as a feedback mechanism and look for ways to improve your presentation. Salespeople who take rejection personally lack perseverance and seldom make sale. Sales is a numbers game pure and simple. As a professional baseball player, if you can average four hits out of ten times at bat you are heading for Hall of Fame. Research indicates that in sales you can expect your prospect to say no five times before they buy. With this in mind, realize that with every sales rejection you receive, you are one step closer to making sale!
John Boe, based in Monterey, CA, is recognized as one of the nation’s top sales trainers and motivational speakers. He helps companies recruit, train and motivate quality people. John is a leading authority on body language and temperament styles. To view his online Video Demo or to have John Boe speak at your next event, visit http://www.johnboe.com or call (831) 375-3668.