Thinking Ahead Maximizes Your Selling Time
In my last post, I told you that you needed to gain the prospects interest, before you threw him your best pitch. That leads us to finding better sales approaches. One simple approach would be to tell the prospect immediately what you can do for him.
In terms of what your product will do for him, sell him the desire to see proof of what you’re trying to sell him.
Doing this effectively requires a little thought about the prospect before calling on him. Such pre-call thought should be regarded as insurance for the salesman’s most valuable possession - his selling time.
What’s the nature of the prospect’s business, and what’s his position in the business?
What will the thing to be sold do for such a business and what’s he, in his position, most likely to want done?
If he’s an executive, for example, he’s more likely to be interested in saving money than in saving a little trouble for his employees.
But if he’s an employee, he’ll be much more interested in seeing how the thing will make his work easier, more pleasant or more profitable to him or those above him.
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