Can't it be hard to get appointments with prospects? We've all had the experience of leaving phone messages, or networking at events, for prospects we are fairly sure are good ones. I can't give you the magic tool that will make every prospect call back - or accept your next call - but I can make a suggestion that will improve your odds significantly. When you call a prospect, what goes through his or her mind?
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The average sales presentation consists of 6-8 features or benefits. Is that good or bad? Well, when you consider that 24 hours after your presentation, 39% of your prospects remember only one of them, the answer should be very clear. And the fact that 49% of the time they remember something that you didn't bring up at all makes it even more obvious! Most of us are quite simply overwhelming our prospects with details about things they really aren't interested in! The truth is that people will buy your product or service for one or two primary reasons.
"Coach" Bill Brooks February 6, 1945 - October 27, 2007 We deeply mourn the recent passing of our founder, "Coach" Bill Brooks, but his legacy - his brilliance, his ideas and his energy - will live on here at The Brooks Group. Bill had been battling cancer with characteristic tenacity for the last 18 months.
Whether you're just getting started or you've been selling for years, it's important to remember sales don't just happen. They're the result of pursuing the right activities at the right time. Keep your selling career on track with this handy checklist of essential sales activities. Pre-Call Planning
What does your prospect want to hear about - every imaginable bell and whistle that your product offers or how they can use the product to achieve their goals or solve their specific problems? Chances are you already know the answer. But if you're like many salespeople, you still may not be able to resist the temptation to keep talking until your prospect's eyes glaze over with confusion and boredom. My advice: focus.
OK. Good job! You got the appointment with this important prospect. Now what? You better plan carefully and intelligently. No winging it - you're better than that. You're a professional salesperson - a value resource, a consultant to your prospect, not a product pusher or a data dumper. So - be PREPARED. But how? Start with the critical questions that every prospect wants answered when you show up for a sales call:
Enthusiasm is critical for success in any endeavor. Whether it is to pick up the phone and make one more call after being rejected, recovering from a difficult illness, resurrecting a relationship, handling a disgruntled customer or anything else, enthusiasm is essential. Each of us really do need to get excited about your job and your life. Then it's all about progress and achievement; but how do you get inspired to achieve some apparently overwhelming task?
This past week Andy and I attended a conference entitled The Future of Web Apps" in San Francisco. We attended this conference to help us improve our follow-up and reinforcement programs and get some new ideas to bring you more and better information. We accomplished our goal but I also realized that there is selling in everything. The CEO of Techcrunch, Michael Arrington, was speaking about what companies are doing wrong.
So, North Korea puts on its own fireworks show, making everyone in the region pretty tense. Tension like that is certain to put a strain on the economic situation. We could talk about long-range missile and/or nuclear testing. Why countries do it, which should have nukes, what the reaction could and should be...