Browse Tag

preparation

No Secret Formula

SQC smallProblem: Many salespeople wish there was a secret formula to prospecting successfully for new customers. We often hear salespeople moan, “If only more people would listen and talk to me. We know they would buy our service.”

Analysis: Prospects are bombarded with sales messages and buying opportunities. One recent study estimated that on average each of us is exposed to more than one thousand messages every day. Add to this the complexity and pace of business, prospects have no real way to cope but to screen out much of what they hear and see. Further, prospects buy for their own reasons and at the time that is right for them-not for your reasons or timing. read more

Making the First Ten Seconds Count

SQC smallProblem: Stan always felt uncomfortable in those first few minutes when meeting a prospect for the first time. He sensed that his prospects felt the same way when he met them. He wondered how his anxiousness affected his prospects and what impact it had on his sales calls and his income.

Analysis: You’ve heard this one a million times, but it’s true. You have only 7-10 seconds when first meeting someone to make a favorable impression. People will form an impression of you when you first meet and anything less than perfect starts you out with one foot in the hole making it difficult to regain rapport and credibility. Statistics published by W. Brooks show that making an unfavorable first impression will reduce your chances of getting the business by 93%. Making a favorable impression is one of those areas of selling where a slight edge can make a huge difference. read more

All-Pro or Product Peddler?

SQC smallProblem: Picture your last very important sales interview with Mr. Big — the one that potentially represented three months quota. You know the one we mean. Going into the meeting, on a scale of 1 to 10, where would you rate yourself on the following scale? 1 means your briefcase is full of literature to show him, and 10 means that you have planned the call well and have rehearsed the questions you will ask to help you understand the problem in a way that fits with Mr. Big’s behavioral style and frame of reference. If you scored less than an eight, your chances of a successful meeting are less than 50%. read more