Why It’s Important To Listen More and Asking Great Qualifying Questions
The Importance of Taking Good Notes About Your Sales Prospect.
When you have completed a telephone call with your sales prospect take a few minutes after the call to record a few key points about them. I would record information about their professional objectives as well as personal information about them. When you call them back and incorporate key points that you have learned from previous conversations then your actions will make them feel important.
The Importance of Making Sure That You Know Your Prospect’s Industry
The most obvious way to get to know your prospect’s industry is to research their website or read trade publications. Another great way to really get to know your prospect’s industry is to only contact prospects in a specific industry. For example, spend a few weeks calling on just one industry (i.e. pest control companies or moving companies). This way you learn firsthand from experts in that industry what they are experiencing and bring that information that you have learned to the next prospecting call.
The Importance of Finding Things That You May Have In Common With Your Sales Prospect
Many websites have a section reserved for management profiles. Read these biographies to see if you may anything in common with your prospect. Maybe your prospect attended the same college as you? Maybe your prospect grew up in the same town or area as you? The more that you can find in common the better! I would try to use this information that you have in common early on in your telephone conversation. For example you could open your sales call with the following: “(First name of prospect), as a (Say year here) graduate of (Name of college) I’m hoping that you will take my call today? (Pause and then smile on the phone). This is (Your name) calling from (Your company) and the reason for my call today is (State the reason for your call).
The Importance Of Being Patient When Your Prospect Asks You A Dumb Question
Have you ever been in a situation where you asked someone a question and they responded with a sarcastic tone and said, “We already went over that question!” Or maybe the response was not exact, but similar? How did this make you feel? “If a customer asks you a really dumb question be patient and answer their question. No one is perfect and sometimes things that are common sense to you are not common sense to others.
The Importance Of Smiling Because When You Smile It’s Contagious!
Smile as much as you can on the telephone. While your prospect cannot see you smiling, they can sense the tone of the call and your smile has the power to influence others. Always remember that if you ask for the order with a smile you can really be unstoppable!
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