//SBE 10-05-2012: 14 = signup edited 2Mar13 by MD
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i agree 100% very true
Nicely put. I have to say when I learned about the research step before contacting the client, that has made a huge difference for me. I used it today in fact. I found out that a prospect was a fan of a college sports team (the website had photos of all the employees wearing supportive shirts, etc.). So during our sales interview, I made a comment about the team, and we bonded from that point forward. This particular prospect had already told another sales person in my company that they weren’t interested. I have now revived this prospect and I think they’ll buy within the week.
This works! 🙂
Spot on Josh! Good application of this data. Keep it up. Holleigh
Chong, this is something you and I have talked about. You are so right, it is vital to ask relevant questions that get the person talking to you honestly. Keep going and good job. Holleigh
I agree, you must know your client and find out their interests to communicate effectively. Once they feel comfortable they will tell you their needs because you built a relationship.
I appreciate the key points and interest as well, focused on the prospect. I too have found, being a prospect, sometimes not having a chance to voice what I want and how I feel. Thanks for the good tips!
You hit the nail on the head! Salespeople do tend to talk too much! The real gem is to know how to make the prospect feel comfortable enough to talk and then stop talking yourself so they can talk!
speak less, try to receive the communication. closing will happen automatically
Once you’ve learned everything you possibly can about your prospective customer, you are ready to build your ARC, listen intently to your customer and formulate your game plan accordingly. Proper communication is far more important then just communication… especially over communicating… a deal killer far too often.
Thank you for sharing your thoughts. All too true. Well done.
This is so true! When people know you care about them and what they want, then they naturally care more about what you have to say! Take the time to have a conversation with them and make a connection before you try to give them the information you have, this will make a big difference in how they listen and respond to you and your information.
Wow! I completely agree! With my previous job it was so scripted and controlled that I didn’t feel as tho I was really connecting and hearing there point of view.