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.
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?