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June 2, 2009 |
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"More on Procedures in Sales"
Dear
Top Secrets Subscriber,
Last week we discussed the importance of procedures in our sales process and I mentioned that a procedure
is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best possible result.
If you were to examine the best presentations you've ever done, (that is, the ones that worked out best for you and your client), it is very likely that there were certain elements present. You probably had built a reasonable rapport with the prospect. It's likely the prospect was extremely qualified to do business with you and appreciated the value you provide. The prospect must have appeared to respect and trust you.
Build Rapport With Your Prospects
and Clients to Increase the Success
of Your Procedures
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Top
Secrets Author, Entrepreneur & Business Consultant,
David Blaise |
When elements like these are present, we are usually successful. When these elements are missing, our results are rarely as good. As part of your procedure, do whatever you can to build that same level of rapport with your prospect. Qualify them thoroughly. Be sure they understand the value you provide. With these building blocks in place, you will spend far less time with tire-kickers and far more time with good, solid, qualified prospects.
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Sincerely,
David Blaise
Top Secrets of Promotional Products Sales
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