Tuesday, September 14, 2010

How To Approach Prospects

Prospects don't talk to salespeople when:
  1. The salesperson sounds like they're selling a product or service the customer already has.
  2. The customer views the current purchase as "good enough" when it comes to price, quality and service.

To put it another way, even if the prospect isn't 100% satisfied, they won't meet you unless you improve their situation.

Salespeople who make fluffy claims about being better are also ignored because insubstantial promises aren't believable. You get more meetings when you:

  1. Avoid trite cliches like "great price, great quality, great service."
  2. Tell a story to demonstrate your difference.
  3. Be specific because specific sells.

If the customer sees value in your benefits and understands why you're different, you'll earn the meeting.

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