Swarming prospects with sales pitches is easy. But real connected selling is much harder, since it involves relationships – even if short-term – with people who universally want to be treated fairly and respectfully just like you do. You’ll never win over a prospect you’ve not allied with. And according to Zig Ziglar, sales requires the highest moral character, perhaps surpassed only by that of a minister.
So let’s buzz over five simple “be’s” to strive for in your relationships with prospects.
- Be in it to Win it. And the winning must be a win-win with both seller and buyer profiting from the transaction.
- Be Personal. Find out exactly what the prospect needs so you can guide to the appropriate product or service. Don’t waste anyone’s time trying to sell what is unnecessary or undesirable.
- Be an Active Listener. Not only is it polite, but this is the way you discover the prospect’s needs, desires, and expectations.
- Be the Expert. Prospects come to you because they need information. Have it! Know your products and services. And know how to explain them intelligently and concisely.
- Be Beneficial. If you don’t provide value to the customer for their dollar, you become not a salesman, but a huckster. And I know you’re not… –RG