The approach is typically the first step in the sales process. It begins with your personal preparation and how you choose to create a good first impression. Here are some tips to make you more successful in your approach.<\/p>\n
On the telephone:<\/p>\n
-be prepared.
\n-be brief.
\n-be enthusiastic.
\n-be urgent.
\n-talk a little faster than normal.
\n-talk a little louder than normal.
\n-talk a little clearer than normal.<\/p>\n
In person:
\n-you need to position the prospect\u2019s thought process by responding to any resistance.
\n-align yourself with the prospect. Speak at the same level.
\n-validate any concerns.
\n-learn to handle common objections to down to specifics. (no money, no problem, no hurry, etc.)
\n-keep in mind what Dale Carnegie has stated, \u201cYou never get a second chance to create a good first impression.\u201d<\/p>\n
In both activities, realize the value of time, both yours and the prospects. Don\u2019t waste either. Keep in mind, each person you approach has a unique buying perspective. The first step and your goal, is for the prospect to want to do business with you.<\/p>\n","protected":false},"excerpt":{"rendered":"