These 10.5 sales rules are at the core of your ability to understand and deal with the prospect. They are short, sweet, and powerful.
1. Make up (and rehearse) questions that make you different and help you gain important information.
2. Plan the conversation to include issues that concern the prospect’s business.
3. Do pre-call research about the prospect’s industry.
4. Do pre-call research about the prospect’s business.
5. Do pre-call research about the prospect as a person.
6. Do pre-call research about the prospect’s competition.
7. Subscribe to and read the prospect’s trade publication.
8. Insist on a plant or office tour. Ask questions about trouble areas, strengths, competitive advantages, and goals.
9. Know how to solve problems. Prospects are not interested in a bunch of boring facts about how great you are. Sell based on similar situations that the prospect can relate to.
10. Gather (earn) testimonials from similar industries or working conditions. Take them with you as final proof.
10.5 Relax and have fun. Get away from a pitch and into a real conversation.
Click to tweet.
Want more? Read 5 Tough Questions With One Common Answer. More Sales!
