Lessons From Brian Tracy Seminar - Psychology of Selling Part 2 - Knowing Your Prospects

1) The new realities of selling in the 21st century- The prospect values the results and benefits of
The sales industry has changed so much fromwhat you sell more than the amount you charge.
the past. It is important for sales people to- The prospect is willing and able to make a
understand this evolution.buying decision in the near future.
- There are more sellers than buyers today- The prospect is a good potential source of
- Selling today is more complex than it has everfurther sales and referrals.
been because customers are more complex.Here are the qualities of a poor prospect.
- Selling today requires greater focus than ever- Critical of you, your product, or service.
before.- Haggles and complains about your price.
- Sales today require multiple calls.- Compares you unfavrorably to your
- Selling today and closing are harder than theycompetitors.
have ever been.- Indecisive about purchasing.
With more varieties of products, customers are- Not a particularly good sources of referrals or
pampered with choices, thus creating buyer'sresales.
market.3) Learn the stages of good prospectinga) Phone
2) Getting more and better prospectsdirectly, introduce yourself.b) Always be perfectly
A good prospect is someone who can and willdirect.c) Describe the results or benefit of what
buy and pay withing a reasonable period of time.you are selling.d) Tell them that you need a few
Here are the qualities of a high quality prospect.minutes of their time.e) Be polite, persistent and
- The prospect has a genuine need that yourdetermined.
product or service can fill.A good advice from Brian Tracy is that there is a
- The prospect knows you and likes you andbig difference in selling what your product is and
respects your business and industry.what your product does.