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Medicare Blog | Medicare News | Medicare Information

Five Habits of a Successful Salesperson

Posted by Lauren Hidalgo on Fri, Jan 11, 2013 @ 10:03 AM

Medicare Supplements As you put together your 2013 goals, now is a great time to look at your business model and decide how you will approach your sales this year. If you haven’t been seeing the results you expected, you may also want to take this time to review your sales process and look for new ways to work with your prospects. In Hal Becker’s book, Can I have 3 Minutes of Your Time?, he describes the five habits Xerox’s most successful sales people have in common. Sometimes just a small change can make a big difference.

Here are the five things to keep in mind as you prospect:

  1. Listen. Spend more time listening and asking questions than talking. This helps you tailor your approach to what your prospect is interested in and keeps them engaged in the process.

  2. Focus on benefits. Every time you think of a feature of a product, translate it into a benefit for the client.

  3. Find out more. Selling is an investigative process. Ask for more information so you can zero in on what the prospect wants. Once you know that, you can choose a product that is perfect for them.

  4. Address their concerns. The best salespeople do not ignore negative statements or body language. Instead, they talk about the client’s concerns and offer a resolution.

  5. Close strong. Master identifying closing signals, especially the subtle ones, like leaning back in a chair, and act upon them immediately, closing the sale.

Engaging your prospects, focusing in the benefits, finding out more, addressing concerns, and closing strong are all ways to improve your client approach. Make these five techniques a habit and they will work for you and your business as well. If you have any other question about prospecting, be sure to call your marketer at 1-800-998-7715.

Please give us your feedback!
What techniques are most beneficial to you while prospecting? Do you find that asking a lot of questions helps?


Source: LifeHealthPro

Tags: Sales Tips, Success Tips, Senior Market Advice, Customer Service

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