![]() The first ten minutes of a meeting is not the time to talk about oneself, but rather, it’s a time to ask questions to understand the prospective client’s challenges.Ĥ. People make approximately ninety percent of their opinion of someone in the first part of an interaction, so it is critical that prospects are both comfortable but also believe that their challenges are understood. Most people have been taught that they should try to establish commonalities to create a pleasant rapport with prospective clients. Time to begin asking questions and truly understanding prospective clients.ģ. Even the most non-sales person can get salesy sometimes-stop. Prospective clients are looking for an expert who isn’t just smart but ‘gets’ the client’s unique challenges and needs. They don’t need to be pitched to work with a new professional, they need to be understood. For example, words like ‘pitch’ and ‘persuade’ conjure up negative feelings for prospective clients. Most people get in the way of closing their own sales. People hate being sold, yet they love buying. While there are some critical differences between an accountant finding new clients and a software sales person closing the next deal, success in both requires a mindset that is constantly looking for new sales opportunities.Ģ. ![]() The most effective professionals embrace sales and constantly think about different ways to generate more business. ![]() Sales is not a four letter word! Whether one wants to call it ‘business development,’ ‘client engagement,’ or ‘marketing,’ it’s still sales. Here are the seven key tips for those non-sales people:ġ. With people being bombarded with 30,000 marketing messages daily, even the non-sales types must effectively help people find them through all of the clutter. In fact, never before has selling been such a critical skill. Most sales advice is for people who embrace their sales-person-ness, but what about those who would never admit they are in sales? Lawyers, financiers, accountants, architects, engineers, entrepreneurs-these folks tend to hate even the idea of selling, let alone admitting that they must ‘sell.’ Yet, they do have to sell and many of them must do it on a regular basis in order to succeed. In order to be successful in selling, simply follow these seven steps and watch the prospective clients pour in. Non-sales people often make the best sales people because they don’t come off as cheesy and because they are disciplined. Selling does not have to be a four letter word and it does not have to be hard.
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