Prospecting
Ask Yourself........
Do I know how many prospects I want this year?
Do I know how I'm going to do it?
Do I employ definite prospecting methods?
Do I give myself a pre-determined number of new prospects each day?
Do I constantly visualise my success - in prospecting, presenting, closing?
Do I possess a prospecting consciousness, and prospecting awareness?
Do I spend time each day getting information about the prospects I have?
Do I qualify and grade every lead call?
Do I mail out a certain number of pre-approach letters every day?
Do I call a certain number of people each day for appointments?
Do I have a definite goal each day, week and month for presentations?
Do I generally find myself on schedule as I work toward by goal?
Do I start work at a set, specified time every morning?
Do I know how many hours I spend each day face-to-face in interviews?
Do I keep regular working hours?
Unlimited Prospects
Remember the sale cannot be started - Unless you call
You cannot get acquainted - Unless you call
You cannot win their confidence - Unless you call
You cannot answer their objections - Unless you call
You cannot get the sale - Unless you call
You cannot destroy your fear of failure - Unless you call
You cannot get what you want - Unless you call
Benefits To The Consumer
5 Reasons To Use ME!
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5 Reasons to Use My COMPANY!
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5 Reasons to Use My PRODUCT/SERVICE!
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5 Reasons Why They Should Make a Decision TODAY!
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Behind every sale is a person.
I have more fun and enjoy more financial success when I stop trying to get what I want and start helping other people get what they want.
My selling purpose is to help people get the good feelings they want about what they bought and about themselves.
I quickly reduce by stress because I no longer try to get people to do what they don't want to do. When I sell on purpose it's like swimming downstream.
When I want to remember how to sell I simply recall how I and other people like to buy.
People don't buy our services, products or ideas, they buy how they imagine using them will make them feel.
We become what we think about.
The selling Cycle
Before The Sale
First I see other people getting the feelings THEY want. Then I see me getting what I want.
I study the features and advantages of what I sell - thoroughly and often.
I see the benefits of what I sell actually helping others get the feelings they want.
During The Sale
I sell the way I and other person like to buy. I invest time as a PERSON.
I ask "have" questions and "want" questions.
The difference is the problem.
I listen and I repeat back what I have heard.
I honestly relate my service, product or idea only to what the other person wants to feel.
The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk.
After The Sale
I frequently follow up to make sure people are actually feeling good about owning what they bought from me.
If there is a problem. I help them solve it - and thus strengthen our relationship.
When they are feeling good about what they bought, I ask for active referrals.
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