| "I've got a great product, and I know this | | | | offering around those problems. |
| prospect can use it, but I can't get this person | | | | Here's how. |
| interested." Sound familiar. Well the problem to this | | | | Prepare Yourself |
| dilemma is not the competition or your price. It's | | | | Realize you have to stop pushing what you have |
| the word "I". Look how many times "I" is used. | | | | to offer. It's annoying. |
| Try restating in terms of the prospect. It may | | | | Practice interview questions to uncover what |
| look something like, "You've got a problem you | | | | benefits / solutions the person wants as it relates |
| need to solve as it relates to.... You're probably | | | | to your product / service, and why s/he wants |
| looking for solutions and you're trying to find | | | | them. It's rewarding. |
| someone to help you. I'm curious what you see | | | | Never assume to know what someone wants or |
| as your problem and what your concept of a | | | | what problems s/he is facing - especially a senior |
| solution for it is?" | | | | executive. It's stupid. |
| Sales people approach a prospect with the | | | | Tak'n It to the Streetsa. Develop interview |
| attitude that they have a great offering the | | | | questions. |
| prospect has to have. I mean, "What company | | | | What will you say or ask to find out what your |
| doesn't need it?" I mean, "It's all about me." | | | | next prospect wants or what her issues are? |
| Unfortunately sales people don't realize they are | | | | For example ask, "What issues are you facing |
| doing this. However, depending on the prospect's | | | | currently as it relates to....?" If she says, "None" be |
| frame of mind, the sales person can come off as | | | | prepared to offer some benefits, you thinks she |
| helpful, presumptuous, out of touch, and/or | | | | should be interested in. If she still says not |
| annoying or rude. | | | | interested, move away from this person - not |
| Now the prospect may need your offering, or | | | | necessarily the account. |
| need it, but doesn't realize it, or s/he may realize | | | | How will you prevent yourself from presenting? |
| it, but not want to deal with it at this time, or | | | | Repeat to yourself, "I must present only what he |
| may feel s/he doesn't need it. Good prospecting | | | | wants. So I can't present until he tells me what |
| would say determine which one it is and have an | | | | that is. If I do, the buzzer sounds and I lose." |
| approach for each in order to move to the next | | | | Who's talking - you or the prospect? Check |
| step. | | | | yourself when you're with a prospect. If you're |
| Since the sales person sees the situation from his | | | | talking are you answering his questions or pushing |
| viewpoint, and is confident of the need, and is | | | | your product. |
| anxious to sell something, he becomes pushy in | | | | Modify your attitude to the prospect. Change |
| an attempt to engage the prospect. There is an | | | | your approach to get the prospect to do the |
| adage, "Selling starts when the customer says, | | | | talking. And finally prepare yourself before every |
| 'No'." This is crazy. Actually selling starts when the | | | | encounter to pull this off because your natural |
| customer says, "Tell me more." So how do you | | | | instincts are to do the opposite. |
| get the prospect to say that? You find out what | | | | And now I invite you to learn more. |
| problems s/he sees as pressing and fit you're | | | | |