If you're reaching out to someone, they probably don't perceive that they have a need—so why would they want to spend precious time with you? Do you possess skills, services or products they cannot get anywhere else? Learn how the concepts of authority, consensus, and scarcity affect the initial meeting.
- Do you like calling strangers on the phone?…How about sending emails to people you hardly know?…If so, you are in the minority.…But that's basically what prospecting is.…Put simply, sales prospecting is all about reaching out…to potential customers in hopes of finding new business.…This step is crucial to your success in sales.…Because if you think about it,…once you close a deal, where will your next sale come from?…At a minimum, 10 percent of your time…should be devoted to finding prospective customers…and cultivating relationships.…
If your sales cycle is long,…then perhaps up to 20 percent of your time…is spent on this activity with an emphasis…on building relationships with prospects.…If you're reaching out to someone…in hopes of doing business with them or their company,…the number one question they're probably thinking is this:…"Why do I want to spend my precious time with you?"…Sure, asking for just 15 minutes of someone's time…doesn't seem like a lot until you realize…how many other salespeople want 15 minutes of their time.…
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals