Tweet

Sales Tip - Top Salespeople Know to Underscore and Not Space Out Serving Their Prospects!

Written by: Patricia Weber

Article Overview: One of the biggest problems salespeople have is not understanding who the selling ultimately helps: win, win, win sound familiar? There are long and short ways to underscore your prospect and with that, increase your sales.

Sales Tip - Top Salespeople Know to Underscore and Not Space Out Serving Their Prospects!

Recently a sales entrepreneur friend had an aha moment. She found that naming a file with an underscore solved her previous online forum group problems when naming a file with a space. Isn't it amazing that one little character difference can make massive results? If you sell anything - products, services or ideas - then you want to understand this: it's about putting the underscore, the emphasis, on your prospect and customer!

Marketing and selling are not about you. Now if you are an extrovert, take a deep sigh of relief and let that sink in. Your attention and conversation can lead to what you want to say and present; but first, it's about the customer. Take time to listen and then respond to what your prospect tells you they need or want to know. Hold back on your natural social reflexes to talk about yourself and your company. If you are an introvert, take heart that you can be relieved too. Because you are already a natural at listening, trust that this one honed skill will guide you to know what to say about yourself and your company at the perfect time.

Emphasize what the customer wants, not what you want to say. Think about the salespeople you like to buy from. Now, what is one of the reasons you choose them? One big reason is that they talk about what you want to talk about. They don't just go off on their own agenda or spiel. It doesn't matter whether you are an introvert or extrovert - you can sell to what the customer wants.

Confusion and misunderstanding are preventable. Communication and interpersonal skills are keys in sales. You can easily avoid any sales mishaps of a confused prospect when you put them to work for your relationship. Polished presentation skills, active listening and writing clearly are all critical. Taking time to always be in rapport, talking through concerns and getting closer to a decision to buy with each contact are easier with an underscore of the prospect.

Do you want to know how to close that space between you and your prospects? It's easy: underscore their importance in the sales relationship and build trust as you focus on them.

Related Articles
  Sales Tip – Top 3 Ways Salespeople Can Underscore Serving Their Prospects!
  Sales Competencies and Your Competition
  Get All the Business You Want: Never Sell Again!
  Stop Selling, Start Serving
  Why Salespeople Have Trouble Closing

Article Tags: increase your sales, prospects, sales tip, top salespeople



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Simple way to avoid Cold Calling - Gary, A chiropractor I work with hates cold calling (me too!) and he uses a technique to warm people up to using his services - it's so simple! In Sales your dealing with 3 pools of people: 1. Strangers 2. Prospects 3. Returning Customers You need to move people from one pool to the next. We'll concentrate on #1 and #2 as it's most relevant to your question. My Clients does the following (you just have to tailor it to your situation - be creative). My Client (we'll call him Bob) Bob leverages his time and resources to only get people that need his offer (pain relief) to put their hand up. Dealing with Strangers can get expensive and they don't like to be told what to do as they have no trust or relationship built with him. So to get Strangers to put their hands up he writes up an offer with a free report on a particular pain relief - let's say lower back pain (note: he can simply just change lower back pain to neck pain and have a new report). and uses multiple marketing vehicles to promote the Free report - magazines, newspaper, forums, postcards, private clinics etc. The only people picking up this information are the very people Bob would like as customers as they have Lower back pain. Bob's Free report ends with him stating his services and includes a Free in-house Consultation with no obligation. You'd be surprised at how easily Bob converts Strangers into Prospects. Note: They become prospects when they ask for the Free Guide and in exchange provide their contact details. This gives Bob unlimited opportunity to contact them for the Free in-house consultation with no obligation to continue using him. At this stage Bob's ability to close the sale lies in his office providing good customer service, Bob's ability to help the prospect and provide value at the free in-house consultation. Notice, he hasn't had to pick up the phone to COLD-CALL his Stranger pool or his Prospect pool. Hope that example helps to increase your prospecting!
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Email Etiquette - [quote="jvprosperity":24jznj58] The P.S. suggestion is good but it depends on the type of communication (e.g. Autoresponder series verses one off emails to Clients or Prospects)[/quote:24jznj58] Andy, You are right. I was mainly referring to Auto Responder emails. To end a normal email, I attach signatures. Takuya
Re: Can Anything Stop The Facebook Juggernaut? - Hi Yinka, I agree that is a hell of a carrot to dangle in front of someone. I was also interested to read the comments following the article. What started as a reasonable discussion on the merits of FB in relation to My Space and others descended into bickering regarding the potential lifespan of FB and its global influence? regards, Mal.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Are You Too Good for Your Job?

How To Be A Management Legend

Four Secrets to Earning Income as an Author

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.