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Professional Achievement Group, Inc. | Rockville, MD

Professional Development

Has this ever happened to you? You’re in the middle of your second or third “good discussion” with a prospect. Everything’s going great. The prospect seems engaged and positively disposed to work with you.

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 corner of your desk. (Alternatively, you can use a visually driven note-taking application, like Pages or NoteBook+ for the iPad.)

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.

"Don't burn your bridges" reminds you to make sure that you can always go back the way you came. Perhaps to get a reference or a referral from a former prospect, or maybe even go back to work for a company where you were once employed. This can be good and practical advice. In business today, you need all the allies you can get. But here are some bridges you should burn!

Prospects often create a box of questions, and most selling professionals fall right into it!

Some selling professionals love group presentations because it allows them to “trot out” all the goodies that have been created to wow the audience. These people suffer the disease of “ringing bells and blowing whistles.”

You don’t win basketball games by fancy dribbling. You win them by putting the ball through the basket. You don't win at professional selling by missing the opportunity to close..

The STORY: Tim was in trouble, and he knew it. He had a hundred things to do by the end of the month, now three days away, and nowhere near enough time to do half of them.

It’s like this every month, he thought to himself. No matter what I do, I’m always behind. My closing rate goes in the toilet because all that’s on my mind are all the things I should be doing. It’s a vicious circle. I promise that if I get through these three days, it will be different next month.

2013 "Top 20" Sales Training Company

What happens the first time you try a new selling technique? It's usually uncomfortable and doesn't go as smoothly as it did in the seminar or how you imagined it would go. Often it results in a less than satisfying outcome. There are physiological reasons for this discomfort and awkwardness.

One of the issues that salespeople struggle with while dealing with the prospect's budget, is the affordability of their product or service. Salespeople who sell a product or service that they can't personally afford frequently have a subconscious block which prevents them from talking about money. Also, because their product is too expensive for them, they are unaware that they assume it's too expensive for their prospects. A good rule of thumb to remember: Never look in your prospect's pocket.

There are several conceptual roadblocks that selling professionals must overcome while dealing with the prospect’s budget. One of these issues is dealing with the affordability of their own product or service. Those who must sell a product or service that they can't personally afford, frequently have a subconscious block which prevents them from talking about money. Also, because their product is too expensive for them, they are unaware that they assume it's too expensive for their prospects. A good rule of thumb to remember: Never look in your prospect's pocket.

Each statement communicates the same message: “This isn’t going to be a very good use of your time – get a seat close to the door.”