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When it comes to qualifying a prospect it's important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. When you are qualifying a prospect or finding the problems as I call it, you want to probe deep inside to find the logical and emotional reasons why they want what you are offering. You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence. Finally, you asked their permission to ask questions. You're sitting in front of your prospect. You've spent time building a deep level of rapport, trust, and making them your best friend. They're smiling and very at ease with you. So what's next? Simple techniques to eliminate fear from the sales process. As you read every word of this article you will discover three common mistakes that may be costing you sales. However, I don't want you to feel like you are alone, or thats it's totally your fault. These are common mistakes made by many sales people due to the lack of proper sales training. Learn how to overcome the fear that may be costing you sales. The differences between top sales professionals and the rest of the crowd isn’t just about what they DO it's about what they DON'T do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified 10 traditional selling approaches that, upon closer examination, cause more damage than good. In this article, we will take a look at the 2nd sales technique that sales people should STOP using now. The differences between top sales professionals and the rest of the crowd isn’t just about what they DO it's about what they DON'T do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified over two dozen traditional selling approaches that, upon closer examination, cause more damage than good. In this article, we'll begin exploring several mistakes sales professionals make. Stop the sales pitch and start talking and listening to your customer. “It’s an amazing feeling, says Helen Robinson, when you feel the rapport, that mutual trust you’re building with the customer.” 1 | ||
