Handling stalls 1 Your time is valuable and so is your customer’s 2 Is your customer sincere or insincere? 3 Establish a sense of urgency 4 Is this a stall . . . or a delay? 5 The first thing prospects say is what you want to hear SKILL Handling stalls PROBLEM SOLUTION A prospect makes excuses instead of a decision to buy Find out a prospect’s need, budget, time frame and buying authority Determine if the prospect is sincere Nail down a commitment with specific time frames and objectives Be willing to put your cards on the table Don’t be afraid to walk away Prospecting 1 Investigate market segments 2 Use your field team 3 Follow your client 4 Use pre-qualified lists 5 Ask for referrals 6 Join business/non-profit groups SKILL Prospecting PROBLEM SOLUTION Developing new leads Do your homework Buy qualified lists Join groups and network Build a client base and follow it Ask for referrals Listening for Buying Signals 1 Take careful notes 2 Be flexible in your presentation 3 Don’t overlook clear buying signals 4 Use summary statements to highlight areas in which you agree 5 Distinguish between “buying signals” and “closing signals” 6 Watch for non-verbal buying signals SKILL Listening for Buying Signals PROBLEM SOLUTION Missing your prospects’ buying signals Listen for verbal buying signals Discover your prospect’s individual needs Watch for non-verbal buying signals Interpret the customer’s red, yellow or green signals Differentiate buying signals from closing signals Use trial closes to move from buying signals to the sale Overcoming Doubts 1 2 3 Before meeting . . . Know your product Know their business Practice your presentation 1 2 3 During the meeting . . . Treat doubts respectfully Be brief in response Admit ignorance 1 2 3 After the meeting . . . Find needed answers and communicate quickly Take the long view Pass it on SKILL Overcoming Doubts PROBLEM SOLUTION The road to a sale is blocked by the prospect’s doubts Consider doubts an opportunity to display your skills Know your product Know your customer Tailor your presentation to include the right amount of data Train by mentoring Getting Past Voice Mail 1 Determine exactly what you want to accomplish 2 Make your message concise and to the point 3 Insert a customer benefit into the message 4 Differentiate your message 5 Utilize such other communication tools as faxes, e-mail and letters 6 Try to find another contact 7 Call early or late, and vary your calling times 8 Use humor in your voice mail 9 Don’t give up SKILL Getting Past Voice Mail PROBLEM SOLUTION How to utilize voice mail to your advantage Know what you want to accomplish Leave a clear message Include benefits you offer Entice the prospect to call you back Link you voice mail to e-mail, fax and snail mail Incorporate humor into your voice mail