In prospecting Robin Ventura White Sox Jersey , your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer's first major buying decision is whether to buy you'the salesperson. They'll never decide to buy your products before they've bought you.
You must begin to 'sell yourself? in your very first call on a new prospect.
Here is a quick, four-step prospecting strategy that allows you to begin 'selling yourself? immediately.
1. Introduce yourself: Use your people skills to politely introduce yourself and your company. Say please, say thank you, and use the prospect's name twice.
You: Thank you, (first name). This is (your first and last name). I'm with (company).
2. Gain Attention: Make a very brief capabilities statement about your company. What is the most appealing thing you can say about your company's offerings? Choose a capability that is fairly universal, so as not to eliminate any potential customers.
Example:
My company, (its name), has created a remarkable software product that makes it extremely easy for our customers to create and maintain product catalogs Paul Konerko White Sox Jersey , then produce them in just about any media from paper to Internet.
3. Create a Vision: What desirable goal can the prospect achieve due to the benefits of your products or services? Communicate that goal as vividly as you can.
Example:
With our Catalog Builder software, customers are dramatically reducing their catalog costs and time requirements while growing their top-line sales due to the new markets they're able to tap.
4. Ask for Commitment: Prepare to ask for what you want to achieve as a result of making this call - for instance, a face-to-face meeting.
Example:
Would you be open to exploring how we might be able to reduce your costs and drive more sales toward your company?
Start with this basic approach. Tinker, refine, and document your results until you have tailored the most successful prospecting strategy for your individual situation.
In The Field:
A major supplemental-insurance company improved its prospecting results dramatically when it adopted a strategic framework Ozzie Guillen White Sox Jersey , then documented and fine-tuned an approach that works best.
Before the company made that move, it assumed that a dismal batting average was simply a fact of life in prospecting. ?We were having trouble getting in the door,? admits district coordinator Lisa Thompson, ?But we didn't realize that our ratio of calls to appointments was unnecessarily low until we implemented the Action Selling sales skills process to prospecting.
?We were so focused on getting our message across before the prospect could tell us they weren't interested that we missed the whole point of the call,? Thompson said. ?After learning a unique selling process through Action Selling Sales Training Luis Aparicio White Sox Jersey , our calls are structured correctly [Introduction, Gain Attention, Create a Vision, and Ask for Commitment], and we are crisp in our delivery yet focused on getting the appointment. Our ratio of calls to appointments is 38 percent better than before.?
Humanity seems to be the only species that never seems pleased with its own. People tend to spend the majority of their life living up to an illusion that no one has ever been able to attain. It is the illusion of perfection. The problem is Ron Santo White Sox Jersey , that is a course that is marked with failure and pain. Someone came up with the concept that people should be wafting through the fields picking lilies and singing songs of the angels. If you stay on this course you will never measure up. You were not meant to.
There are too many people walking around under condemnation by this illusion. They feel they have failed at the game of life. It is not true. You have not failed. You cannot fail at something that is unattainable. Instead, you should be pleased that you got as far as you did. There are many that check out of this life because they refuse to fail at anything. Lets talk about how you can live authentically with the life you have.
One, you must make the decision to live in the moment. We have too many who are living in the past, with its mistakes, or in the future Jeff Keppinger White Sox Jersey , with its uncertainties. In order for you to be authentic, you are going to have to take the proverbial bull by the horn and live in the here and now. We all know that we cannot change the past, yet many of us have set up camp there in hopes that we can make sense of it. Then there is the other group that is off to a time that hasn't happened yet. Neither group is useful. Life is happening now.
So, how do you live now? Start by taking off the mask. Admit that life hasn't been what you expected and then forgive yourself and God. Yourself, for chasing an illusion Luke Appling White Sox Jersey , and God, for blaming Him when it didn't happen as you expected.
Second, Be honest with yourself. Honesty is a lost commodity in the era we live in. People love to lie. The only problem is that you take your lies internally and they judge you. You might say, ?I don't lie.? Let's take a short quiz.
1. Do you make promises to yourself that you don't keep? (I'm going on a diet.)
2. Do you make promises to others that you don't keep? (I'll be on time.)
3. Do you tell others what they want to hear instead of what they need to hear out of fear of repercussions?
4. If you asked your closest friend if you were an honest person how would they answer?
KAMPFGRUPPE OST FORUM
Thema drucken
23.10.2019 07:55
Antworten
