It is very easy to fail in sales. If you fail to prospect for new
potential clients, if you fail to give your sales presentation to others
and if you fail to close, you will fail in sales. But there is no
reason to fail when succeeding is easier. Sounds like it is not possible
but it is.
In order to gain new prospects (which is the foundation for more sales because without prospects, you will have no presentations) you must be able to persuade people to listen to whatever approach you use to reach them. I want to share with you 4 ways to become better at getting people to want to listen to you so that you can make them a potential prospect.
A) Attention- Most people are terrible listeners. In order to gain the trust from a potential prospect you must pay attention to what they are saying. The problem with communication among many people today is that we are so busy planning our response that we can't focus on what the other person is saying. To get more prospects sincerely pay attention to what they are saying.
B) Understanding- After you have given attention you must show understanding. Steven Covey wrote in the 7 Habits of Highly Successful People that we should "seek first to understand, then to be understood". To move people to want to become clients, we have to understand where they are.
C) Acceptance - unconditional acceptance is imperative to getting people to become prospects. This means that unless people feel like they are accepted they will probably reject your proposals. Acceptance does not mean agreement. It just means that we allow people to be who they are. Through acceptance we can deal with thoughts from potential buyers that may be erroneous.
D) Affection - the way to moving people to being in a position to at least consider what we have to say is to have our entire presentation full of affection for the things we are selling. You cannot expect people to love what you have to offer if you show little or no affection for it. It is vitally important to fill our presentations, words and demeanor with affection for the job we get to do helping people achieve their financial goals.
Persuasion is not control; it is just persuading people to make a good decision that will ultimately bless them and their loved ones
By Jeffery Davis
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In order to gain new prospects (which is the foundation for more sales because without prospects, you will have no presentations) you must be able to persuade people to listen to whatever approach you use to reach them. I want to share with you 4 ways to become better at getting people to want to listen to you so that you can make them a potential prospect.
A) Attention- Most people are terrible listeners. In order to gain the trust from a potential prospect you must pay attention to what they are saying. The problem with communication among many people today is that we are so busy planning our response that we can't focus on what the other person is saying. To get more prospects sincerely pay attention to what they are saying.
B) Understanding- After you have given attention you must show understanding. Steven Covey wrote in the 7 Habits of Highly Successful People that we should "seek first to understand, then to be understood". To move people to want to become clients, we have to understand where they are.
C) Acceptance - unconditional acceptance is imperative to getting people to become prospects. This means that unless people feel like they are accepted they will probably reject your proposals. Acceptance does not mean agreement. It just means that we allow people to be who they are. Through acceptance we can deal with thoughts from potential buyers that may be erroneous.
D) Affection - the way to moving people to being in a position to at least consider what we have to say is to have our entire presentation full of affection for the things we are selling. You cannot expect people to love what you have to offer if you show little or no affection for it. It is vitally important to fill our presentations, words and demeanor with affection for the job we get to do helping people achieve their financial goals.
Persuasion is not control; it is just persuading people to make a good decision that will ultimately bless them and their loved ones
By Jeffery Davis
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