IDENTIFY AND SPEND MORE TIME WITH THE BETTER PROSPECT
The most important rule for selling successfully is to identify and spend more time with the better prospect. The more time you spend with better prospects, the more sales you will make.
And that is in agreement with the law of probability. One of the things I learned early in business is to focus my effort on customers who need and are more likely to buy my product than the ones I need to give a thousand and one reasons why they should. It could be tiresome to invest your energy in the wrong prospect.
The kind of question a customer is asking will give you an idea of whether he is a prospect or not.
CREATIVE THINKING AND ANALYSIS
How can you be good at prospecting? Is it a skill that can be developed? If anyone else is good at prospecting, that is your proof that you can be good as well. The first thing is to do creative thinking and analysis of your market. You need to understand first what your product is offering. What exactly differentiates your product from the others, and why a prospect will need it. Demonstrate the benefit.
If you brainstormed 250 ideas every year, it would have a tremendous impact on your life. You’ll become one of the most creative and successful salespeople in your field.
Someone once said, ‘I can sell snow to an Eskimo. But, of course, that statement lacks integrity because you don’t sell to people what they don’t need. That is scamming. It would be best if you researched what people need and meet it.
The next thing is to create a contact list of your prospects and then begin the process of contacting them via social media, phone, face-to-face, or any other means with a good probability for success. Finally, that, determine the number of prospects you must call each day and each week to achieve your sales and income goals (I’m assuming by now that you have one).
PLANNING
Spend at least 80% of your time prospecting until you have so many people to contact that you do not have time to call anyone else. Your first contact with the prospect will begin the sales process; therefore, it is essential to plan every word of your approach or introduction.
The first fifteen to twenty-five words of your mouth set the tone for the rest of the conversation.
Write out your script for telephone or face-to-face prospecting, memorize it, and practice it continually until it sounds natural and relaxed before approaching your prospects.
BE PROACTIVE AND POSITIVE
Ignore initial sales resistance when you prospect; focus on the result or benefit of what you sell and refer to other happy customers who already use it. In selling your product, you have to be proactive and positive.
My advice is that you convince yourself first of the benefit of your product before trying to convince someone else.
For example, I always sell products and services that people need, and I’m convinced that my products solve their problems. And so, it’s easy for me to convince a prospect also. Regardless of the resistance, I’m focused on concentrating on how my product solves my customer's needs.
You only have thirty seconds to get your prospect’s attention. During that time, your prospect decides whether or not to listen to you. If you do get through to them and their response is still, “I’m not interested,” it might mean your questions aren’t strong enough.
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