The TACTIC: Respect the prospect's world. You don’t have to live in the prospect’s world to do business; you just need to let the prospect know that you respect his world.
The TACTIC: Buyers buy from themselves. Why not make it comfortable for your prospects to be with you? Enable them to have a really good conversation and thus you’ll be thought of as someone who really deserves the order.
The TACTIC: Hear the prospect's music. Some prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.
The TACTIC: See the prospect's picture. Some prospects process their world in visual images and if you want them to buy from you, you had best get into focus and be part of the big picture.
The TACTIC: Define prospecting – then do it! Most of us are absolutely convinced that everything we say is crystal clear and that no one could ever misunderstand a single world—now did you read that as “word” or “world?”
The TACTIC: See the prospect's picture. Some prospects process their world in visual images and if you want them to buy from you, you had best get into focus and be part of the big picture.
The TACTIC: Hear the prospect's music. Some prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.
The TACTIC: Is there a problem? Did we fix it? If you don’t solve both customer repair problems, the actual and emotional, there are tons of other salespeople ready to do the job and take your commission.
