| |
Are you a good prospector?
- The person that asks the right questions is in control of the conversation. If you find that your prospect is asking all of the questions, you are NOT in control.
- Learn about your prospects and their business. What is the company’s mission statement? What are your prospects interests? Be sincere and interested. People do business with people first.
- Ask the right questions and then listen. How often do we ignore this advice? Ego and too much enthusiasm can get in the way of caring more about the other person’s needs than proving how much we know.
- Be positive. Prospects are not here to listen to your sob story. Be positive – even when you don’t feel like it. Fake it until you make it. People want to do business with winners, not whiners.
|
|
