Happy Halloween!
Something you might enjoy on “the day of the dead”…
Most people have a pretty negative connotation about sales people. They think of their worst ever sales experience, perhaps on a used car lot…
The bad news is that lots of sales people perpetuate this myth and are intimidated by their prospects because they feel inferior.
That’s no way to live your life!
The good news is that you can separate yourself from your competition by changing the game. Break the stereotype and establish a relationship of mutual respect with your prospect. Your prospect immediately values his time with you more than he does with your competitors.
And, its not hard to do…
Here’s a cool graphic from the Sandler Sales Institute that explains the basics very simply. Just click on each “compartment” of the Sandler Submarine. Take particular note of the Pain and Fulfillment compartments.
The jist of it is that you focus on understanding your prospects real needs. Ask open ended, probing questions. Establish verbal “contracts” with the prospect. “If I can show you that we can address these ‘pains’, are you willing to place an order with me?”
Don’t start dog and pony shows or create proposals until there’s a good contract in place that guarantees you won’t get the brush off afterward.
Make your Halloween resolution to start treating your prospects like trusted friends you just want to help. Ask questions you normally would only ask friends and family. Get to know their professional and personal needs. Find ways to help them.
This way you don’t have to scare them with your impending event close!