Approaching Your Prospect
The approach is typically the first step in the sales process. It begins with your personal preparation and how you choose to create a good first impression. Here are some tips to make you more successful in your approach.
On the telephone:
-talk a little faster than normal.
-talk a little louder than normal.
-talk a little clearer than normal.
-you need to position the prospect’s thought process by responding to any resistance.
-align yourself with the prospect. Speak at the same level.
-validate any concerns.
-learn to handle common objections to down to specifics. (no money, no problem, no hurry, etc.)
-keep in mind what Dale Carnegie has stated, “You never get a second chance to create a good first impression.”
In both activities, realize the value of time, both yours and the prospects. Don’t waste either. Keep in mind, each person you approach has a unique buying perspective. The first step and your goal, is for the prospect to want to do business with you.