If you cannot make a connection with your prospective new client within the first 60 seconds then you need to stop reading and quit whatever sales job you are currently wasting your time doing.
This is the easiest part of your routine. Also one of the most vital. They really should sort of like you. It makes it easier. Unless you're pitching from a position of impending doom or disaster (another post on that later), it would serve you well to have a nice rapport with whomever you're giving a presentation to. It also aids in building trust. Trust is a critical element to any sale. Trust not only can be the lynchpin in getting you the sale, but it usually helps in keeping the sale after the fact, and don't forget return residual business.
I always asked my clients where they grew up. Not just where they were from, but where they spent their childhood. This immediately puts their brain working in the middle, and unless they were beaten routinely by their alcoholic parents, brings them to a place of comfortable euphoria. Get them talking a little bit about this subject and watch the walls come crumbling down. Ask a married woman about how she and her husband met, even if they hate each other now, and she'll be brought back to a place and time in her life where she was happy. Happy people buy stuff. Relating a VERY small tidbit about your life is nice just to establish a connection, but get back out quickly and back onto them. Try and hold out as long as you can before even beginning to ask the questions relating to the product/service, it never hurts to have them ask you about your product/service before you begin. But now they're ready.
Now you can start loading your weapon.
6 comments:
I completely agree with it.It is really well said that " Happy people buy stuff".If your first impression is not so good then you can not change it for ever.It actually happens with everything.Starting from a job interview till a wine or cigar that you taste.If by any chance the cigar you are trying for the first time is not good due to some defects you will never try that one again in future.It is a fact.I like to drink wine with my Cuban cigars.As Cuban cigars are not available in US market,I buy my Cigars Online.
Hi !.
might , probably very interested to know how one can collect a huge starting capital .
There is no initial capital needed You may begin to get income with as small sum of money as 20-100 dollars.
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Hello !.
You re, I guess , perhaps very interested to know how one can collect a huge starting capital .
There is no need to invest much at first. You may begin earning with as small sum of money as 20-100 dollars.
AimTrust is what you thought of all the time
The firm represents an offshore structure with advanced asset management technologies in production and delivery of pipes for oil and gas.
Its head office is in Panama with structures around the world.
Do you want to become an affluent person?
That`s your choice That`s what you wish in the long run!
I feel good, I started to get real money with the help of this company,
and I invite you to do the same. If it gets down to choose a correct partner who uses your money in a right way - that`s the AimTrust!.
I earn US$2,000 per day, and my first investment was 500 dollars only!
It`s easy to join , just click this link http://mixijiru.100megsfree5.com/zulojyq.html
and go! Let`s take our chance together to become rich
Good day !.
You may , probably very interested to know how one can manage to receive high yields .
There is no initial capital needed You may begin to receive yields with as small sum of money as 20-100 dollars.
AimTrust is what you thought of all the time
AimTrust represents an offshore structure with advanced asset management technologies in production and delivery of pipes for oil and gas.
Its head office is in Panama with affiliates everywhere: In USA, Canada, Cyprus.
Do you want to become an affluent person?
That`s your choice That`s what you wish in the long run!
I`m happy and lucky, I started to get income with the help of this company,
and I invite you to do the same. If it gets down to choose a proper partner utilizes your funds in a right way - that`s it!.
I earn US$2,000 per day, and my first deposit was 1 grand only!
It`s easy to get involved , just click this link http://nabahyfat.kogaryu.com/hefawaju.html
and go! Let`s take our chance together to get rid of nastiness of the life
Good day, sun shines!
There have been times of troubles when I didn't know about opportunities of getting high yields on investments. I was a dump and downright stupid person.
I have never imagined that there weren't any need in big initial investment.
Now, I feel good, I begin take up real income.
It gets down to select a proper companion who uses your funds in a right way - that is incorporate it in real business, and shares the income with me.
You may get interested, if there are such firms? I have to tell the truth, YES, there are. Please be informed of one of them:
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