For too many people in business sales prospecting for clients is like fishing with only a string and a pole. They know if they throw something out there, they’ll draw attention. What they don’t understand is that you must first be at the right fishing hole. And, second, that you have to use bait that the fish you’re trying to catch like.

Let’s address the right fishing hole first. Answer this question: Who is your ideal client? You should be able to list at least five criteria of your ideal client without even blinking an eye. Read More »

Television star. Movie Star. Famous Comedian.

What do you do when you’re at a restaurant and a famous person sits down at the table next to you?

A. Pretend he’s not there.
B. Whisper to your friends that a famous person’s sitting next to you, but do it so subtly that he doesn’t know you’re talking about him? (But of course he does.)
C. Say ‘Hi’ and tell him how much you enjoy his program? Read More »

When you initially meet a potential client, the first thing you must do is establish rapport. The faster you can make this happen, the more sales you’ll make. It’s as simple as that.

The only way to accomplish this is through practice. I teach a learning strategy I call P.D.R.—practice, drill and rehearse. The more you do those three things, the faster these proven strategies will become ingrained in you. So let’s get started. Read More »

You can learn to listen for specific clues as to how to best present information to new potential clients.

By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Adjust your demonstration for this person to show them things. Take advantage of product brochures as visual aids as well as the actual products on the floor or demo samples you bring with you. Read More »

You must make up your mind in 60 seconds.

No time to think. No time to change your mind. Answer Yes, or No.

What are you going to do?

Has anybody ever given you a choice where you had to make a decision almost instantly?

How did that make you feel? Read More »

It’s essential to keep control of every selling situation. Too many salespeople learn this lesson the hard way—for some it takes more than once. You keep control by asking questions that steer the conversation/presentation in the direction you want it to go.

If a potential client hesitates, stalls or objects to something during your sales process, use these words with sincere concern, “Obviously, you have a reason for saying that, Jim. Would you mind sharing it with me?” You’ll be pleasantly surprised by what you hear next.

Most people will tell you exactly what’s bothering them about making the decision. At the very least, you’ll hear more about their primary objection to your offering. Then, you’ll have something to move forward with whether it’s handling money issues, clarifying a point of knowledge about your product or expanding additional benefits of ownership. Read More »

RFPs. Requests For Proposals. What do you do when you get them?

* Get all excited because you think you’ve got a hot prospect?
* Start thinking of all the ways you can spend that big commission check?
* Figure this BIG sale will make your year, help you beat your quota and keep your boss happy?

If you picked any of the above answers, you picked the wrong answer. Read More »