| 1.) In order to succeed in sales, you
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| | provides-they are buying it. Therefore,
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| must believe in the worth, value and
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| | they need you or someone just like you to
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| desirability of your product or service.
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| | provide that benefit or value.
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| Before you can ever convince someone else
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| | 6.) If you have a new product or service
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| to buy, you must first "buy into" the
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| | that could be of benefit to your
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| value yourself.
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| | customer, something that might save them
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| 2.) If you believe in the value of your
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| | time or money, and they are not aware of
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| product or service and you believe that
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| | it-you have an obligation to tell them.
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| it is of value to your customers, then
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| | By simply picking up the telephone and
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| you are coming from integrity. Your
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| | letting your prospect know about the
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| integrity, personal and professional, and
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| | benefits of this new product or service,
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| the integrity of your product or service
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| | you are doing them a tremendous service.
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| is the cornerstone of making introductory
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| | 7.) The emotional "baggage" you bring
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| calls, and indeed of the entire sales
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| | along with you (and everyone has it)
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| process.
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| | influences your attitude, which you then
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| 3.) Examine your business, product or
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| | project in conversations with prospects.
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| service and how you see yourself in
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| | Your prospect can hear if you feel
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| relation to your business and to your
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| | unsure, afraid or uncomfortable, in the
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| clients or customers. Does your product
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| | same way that you can pick up those
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| or service provide a benefit? Do you
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| | uneasy feelings when speaking with
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| believe in the value and benefit of your
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| | someone.
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| product or service? Are you doing the
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| | 8.) On some level, you can help create
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| best you know how to insure that your
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| | the attitude of the person to whom you
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| customers get what they need? What is
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| | are speaking. If your expectation is that
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| your intent toward your customer?
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| | your call will be unwelcome, this will
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| 4.) Recognize that you are a reputable
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| | make you anxious and tentative. Your
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| person with integrity, representing a
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| | prospect will pick up on that, and it
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| beneficial product or service. You are,
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| | will be likely to make her less receptive
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| in fact, providing an important product
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| | to you. If your expectation is that you
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| or service to your clients or
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| | will be well received, your prospects are
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| customers-one that they want.
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| | more inclined to listen and respond
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| 5.) Frequently, salespeople feel that
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| | favorably.
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| they need their prospect or customer more
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| | 9.) The intent of an introductory call is
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| than the prospect or customer needs them.
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| | communication-two-way communication. You
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| If your prospect is already using a
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| | want your prospect to hear you, and you
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| similar product or service, they want the
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| | also want to hear them.
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| benefit that product or service
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