Write it
Down
Planning is good. We can
all agree on that. But, don't become so focused on your presentation
that you don't retain what the prospect tells you.
To get in the habit of
really listening and retaining what the prospect conveys, take notes
during your conversation. Jot down a few key points the merchant
makes and if the prospect mentions anything more than once,
definitely write that down. What you have to say may be important to
you but that doesn't mean it's important to your prospect. It's only
important to him if you make it relate to what he's told
you.
On the other hand, what
the prospect has to say is important to him and even more important
to you. He is the one who can tell you how to get the saleóyou
just need to listen to the clues, and write them down.
Good
Selling!
Paul H.
Green
Editor-in-Chief
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