Reaching the Stars – Sales 101

The follow information represents our second set of tips in our going effort to share some basic strategies and techniques to effective sales and sales preparation …

Where is My Prospect Coming From?  I Don’t Understand Them!

Have you ever sat in front of a prospect and thought to yourself, “Where is that coming from?” 

You had the conversation going in a positive direction and wham, all of a sudden, out of nowhere, something surprises you that you didn’t expect? 

Effective salespeople all know that by getting inside the mind of the prospect we are better able to determine what motivates them and to predict their reactions to certain situations.

3 Basic Strategies for Success:

• If your prospect is utilitarian motivated, money will be the main thing on their minds – Focus on “benefits” rather than “cost”, but be sure to avoid giving this type of prospect too much detail.
  
  
• If your prospect is individualistic, power is their motivator – Don’t let them intimidate you but always try to let them maintain their sense of control.
  
  
• If your prospect is socially driven, their decisions will usually be based on, “What in the best interest of the team?”  - It is critical that you build a relationship with this type of prospect and you focus on social value – Whatever you do, never try to hard sell this type of prospect.