Tackle tough questions and build positive customer relationships
from A Mind for Sales: Daily Habits and Practical Strategies for Sales Success by Mark Hunter
How to Apply This
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When faced with a request for information, ask the prospect questions.
Start with broad questions about their needs, then ask another question based on whatever they shared. The goal is to earn the right to meet with the prospect again. -
Focus on having positive, two-way conversations with the customer.
Prepare for whatever direction the conversation goes and how you can help the customer rather than relying on sales tools. -
Let your personality shine through.
Start the first interaction with a lead by letting your personality shine. The more you allow your personality to come through, the more everyone else will too. -
Bring your boss along on a sales call!
Try visits early in the fiscal year so you can ask the customer about their challenges ahead and potentially uncover opportunities.
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