As a sales professional, you know that in order to keep selling you have to stay on your toes. We sometimes tend to forget the simplest things, which may be the most important things to the potential buyer.
For example, most of us are lazy when it comes to research. You need to have a basic profile of the company, such as the annual revenue and the names of the corporate officers before you meet with them.
It is also a good idea to target several people with varying levels of influence within the company. When speaking to them, mention conversations with the others that you have met or spoken with. This makes it difficult for any one of them to ignore you.
Make sure that you clarify exactly what you are selling. If your product has a highly competitive market, then identifying specifics gives you a distinct edge over the competition.
Put yourself in your prospect's shoes. Pay close attention to your manner and your body language. Are you lacking enthusiasm? Would you buy something from yourself? You must believe in your product and be excited about it! And remember, if it doesn't ring true it's just another sales pitch.
Ask yourself a closing question. While the prospect feel my commitment and enthusiasm for what I do as a professional? If not why not?
Paul H. Green
Editor-in-Chief
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