Breaking through the Prospect Door

March 1, 2014 by Shirleen Von Hoffmann Leave a reply »

Your Prospects are out there, but they’re hiding behind voicemail and executive  gatekeepers. Sometimes it’s very tough to crack through the code and get an appointment. It can take weeks, months and many times years. But you can do it.

When you finally get in front of your Prospect, you better be good at asking questions, have something interesting or compelling to say. That’s why it’s important to know who you are, what you stand for and be able seek needs and provide solutions in nano seconds.

So LISTEN UP!

Here’s a proven plan for those very important Prospect Meetings.

L Learn as much as you can in advance about your client. I Initiate a preliminary sales plan in your mind by what you’ve learned.

S Seek Ask great questions, script the questions in advance, be quiet and wait for answers.

T Talk Let the client tell you what they need, keep your talking to 20% of the meeting.

E Engage the client in conversation that is genuine and stays focused on them and their needs

N Notes take detailed notes about the needs, wants and likes of your prospect. Follow up Gold!

U Utilize your value prop and energy to make them remember you. Leave them with interest.

P Plan for a follow up meeting to unveil your Sales Plan.

Listen up! Your prospect wants to be heard and understood. It takes a few skills to be the best, Listening and engaging are two of the most important things you can do in a meeting. It’s that simple.

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