So many people in sales are afraid of prospects!
But as with anything in life … opportunity awaits in the prospect!
To help appreciate prospects we must forget the sale… and return to being human.
1. Prospects have needs.
Never doubt that what you have to offer may be what your prospect needs right now.
2. Your prospect wants to resolve a concern.
No matter what industry you promote there is a prospect in need of more information. What do your prospects want? Above all, that you deliver!
3. Prospects are lazy.
Which means that you have work to do. Help them find you, help them contact you, and then – help them work with you. The more obstacles you can eliminate the more likely you to get their business.
4. Prospects are busy.
Keep THEIR big picture in mind always. You are just one of the many things they are trying to focus on.
5. Prospects act on impulse.
We all do this. Determine if you are dealing with an impluse inquiry so you can focus on assisting those with real needs.
6. Prospects will label you.
You might hate it, let them do it, in fact – help them. It is better that they think of you than not know who you are and what your do.
7. Prospects may not know what you need.
Listen to them and provide solutions. Offer a few alternatives for them to choose from. Explain without trying to persuade, let them decide.
8. Prospects need time.
Give prospects the time they ask for and keep in touch with them to remind them that you care in their needs. Some great things take time to develop.
9. Prospects are real people.
Your relationships are not with companies, like it or note they are with human beings.
10. Prospects are just like you and me.
Remember, you are a prospect to someone out there. Which defenses do you use? How much time would you like to make a decision? How do you want to feel about the process when it’s over?
Daisy Says: Happy prospecting!
