It's All About Selling

great post! I also think that it is absolutely vit...

2009-01-06T13:53:00.000-08:00

great post! I also think that it is absolutely vital to know the market you are working with. Regardless of the economic condition, if you know who you are targeting, you will always have sales. But that is what lead management is all about.

Great post! This is the same stuff I keep hammerin...

2008-10-09T09:33:00.000-07:00

Great post! This is the same stuff I keep hammering on. Leads nurturing really is the key to success.

great information. Good leads are expensive and ha...

2008-10-09T09:31:00.000-07:00

great information. Good leads are expensive and hard earned, they shouldn't be discarded so easily. We have to do good lead nurturing.

Hi Sterling,Thank you for your comment. Qualifying...

2008-08-04T09:24:00.000-07:00

Hi Sterling,

Thank you for your comment. Qualifying a prospect and finding out what motivates them is crucial to the sale.
Basically what I was talking about is a technique I learned many years ago that really uncovers the prospects motivation.
For instance if I was selling high end office chairs I might ask the prospect "what are you looking for in the next chair you invest in?".
A common response might be "I'm looking for a chair with good lower back support".

Now, here's the key, most sales people will immediately jump on the prospect stated desire for lower back support and begin showing them all the chairs that have it. A better way to deal with the information is to ask one more question. "Why is lower back support important to you?" At this point you may hear all kinds of things from your prospect but it will probably sound something like this. "Well I'm at my computer quite a bit and the chair I have now doesn't support my lower back very well so sometimes my back goes out and that really hurts plus I can't get my work done when that happens."

You might even say at this point "Anything else".

Now you know what their real reason for looking for a new chair is all about. Their back has gone out in the past and that has prevented them from getting their work done. If they are self employed (you should know from your qualifying) help them see how much it is costing them when their back goes out. (You just find out what they make in a year divide it by 365 for a daily rate and then take that amount time the number of days work they miss when their back is out.)

This works with any product or service so just plug in what you are doing.

Sterling, I hope this help.

To your success,

Mike McMahon

Good tips on selling. The advice on qualifying fir...

2008-08-03T11:22:00.000-07:00

Good tips on selling. The advice on qualifying first seems like common sense. I guess that's why we find telemarketers and car salesmen annoying, because they seem oblivious to common sense.

The advice on determining what the potential client's hot-button is was very valuable. I would love to hear about more examples of getting to a prospect's hot-button. Thank!

Hi, was wondering if you'd like to exchange links ...

2008-07-23T09:26:00.000-07:00

Hi, was wondering if you'd like to exchange links with me?
If yes, please leave your blog url as a comment at:
http://bigmoneylist.blogspot.com/
I'll link to you first, then when you have time link back k?
Thanks, Michael
BTW--I'm michaelwong38 on digg. If ever you want something dugg, just send me a shout anytime.