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Increase Sales with a Fine Tooth Comb

Written by: Cheryl A. Clausen

Article Overview: What’s the difference between what you do and how you do it and how top producers do the same things? It’s all in the details. The stuff you don’t even notice or think about. The stuff you can’t even see.

Increase Sales with a Fine Tooth Comb

What’s the difference between what you do and how you do it and how top producers do the same things? It’s all in the details. The stuff you don’t even notice or think about. The stuff you can’t even see.

Here’s a little example. You know you need to be easier to do business with than the competition. So you focus on how the phone is answered. How inbound contacts are passed off. In other words, you focus on your internal systems.

And you should. That’s absolutely necessary. However, if you want to take it to the next level the level that makes all the difference you have to do more.

You’re missing the little details that make you easier to do business with in the eyes of your prospects and clients. Just like all sales success it all starts with that first connection. The way you make your first connection either sets you up for nearly effortless success, or an endless row of hurdles.

If you want to know what makes you easier to do business with you have to know your ideal clients and know them well. Nothing ticks a busy business owner, professional, or time strapped consumer off more than having to get you up to speed. When someone calls me and asks if I can tell them a little about my business I immediately know I’ve got a real loser on the other end of the phone.

Anyone worth their salt takes the time to know their prospect before they reach out to connect. And that means more than just knowing what business they’re in it means knowing what they already want. It means communicating how you can help people just like them get exactly what they want.

It means gaining in-depth knowledge about your ideal clients and going through that knowledge with a fine tooth comb to glean how to make doing business with you easier than the competition. From their perspective.

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Article Tags: business owner, depth knowledge, doing business, hurdles, loser, next level, perspective, prospects, sales success, tooth comb, top producers



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