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Professional Achievement Group, Inc. | Rockville, MD

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With everything else that goes on during the day, your shouldas become a distant memory - lessons that could have been learned, but were lost instead. Invest 89 cents in a spiral notebook and keep it on the seat of the car. (Alternatively, you can use a visually driven note-taking application, like Pages or NoteBook+ for the iPad.)

With tough competition, many sales professionals are more tempted to offer discounted prices and fees in an attempt to win the business. Have prospects asked you for discounts, promising to give you the business if the discounts are granted?

Run from weak words and feeble phrases. People may forget what they hear, but they will remember what they see. That's why someone once said, "The most effective orator is someone who can make people see with their ears." The well-chosen word has the ability to create a vivid, and unforgettable, mental image.

Prospects often hide the real intent of their questions. Here's an approach for getting the clarity you deserve before you answer.

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analyzing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”

Has this ever happened to you? You’re in discussion with a prospect about the possibility of working together. The meeting is going well. You’re working your way all through the questions you know you’re supposed to ask at this stage. You’re paying close attention; you’re taking notes. One of the questions you ask strikes a nerve with the person to whom you’re talking.

It’s that time of year! In the coming days, every selling professional will be hearing some of the most dreaded words from prospects. What’s most unfortunate is that most selling professionals will agree to call back, and then invest valuable time chasing these decision makers, when they already know the outcome of their efforts.

Your mindset has more to do with your success than almost any other single element. There are plenty of selling professionals who possess extensive product knowledge, have numerous influential business contacts, are well-spoken, and have appealing personalities. Yet, their sale performances are average… sometimes, only marginally acceptable.

Has this ever happened to you? You had an initial meeting with a prospect. You asked that prospect what seemed to be all the right questions. You had what felt to you like a good conversation, and based on that conversation, you scheduled the next meeting. You sat down at your computer. You prepared a proposal...

If you start with the right people…for the right reasons, deal with potential problems in the early stages of the process, rigorously qualify opportunities, and ensure that you and your prospects are on the same page at each stage of the process, you’ll be able to complete the selling process in a shorter period of time… which in turn means more sales… and more profit or commissions.