"Your prospect has a free choice. You get your maximum share of the market's potential by creatively supplying what the prospect wants and needs."
Nothing can hold back an idea whose time has come. You can give your prospects ownership of the idea of buying what you are trying to sell them by personalizing your recommendations. Remember that you will succeed in this only to the degree that you can speak the prospect's language.
Use a planned presentation and make your proposals distinctive. The following self-motivators will help you make more sales to quality prospects:
- Hard planning makes easy selling.
- Successful sales professionals pinch pennies for their prospects. Help prospects figure out how the premium can be paid.
- Simplify your suggestions to gain understanding.
- We learn, and sales are made, through the use of repetition . . . repetition . . . repetition.
- You know your business, so speak as someone who has authority.
- When a pause or interruption occurs, it's always wise to summarize.
- The story method is the most effective means of helping prospects understand a point you wish to make or relate to a situation you are trying to describe. So build an inventory of stories and examples and practice telling them. Good storytellers are made, not born.
