understand your prospects needs and problems
July 1, 2007

The objective of the sales call from day one is to learn and understand your prospect’s needs and problems and design a program that satisfies those needs. Don’t think your generic program is the answer.  The prospect must feel that the program was designed specifically for them.  Build trust and credibility with your prospect by reaffirming his/her concerns and demonstrating your understanding of those needs.

When you demonstrate to the prospect that you’re more concerned with solving their problems than “selling” him/her, you lay the foundation of a trusting, long term partnership. This is the stuff that sales are made of. It’s not technology. It’s the basis for human relationships that hasn’t changed since the beginning of time- caring, concern, trust, credibility and the prospect’s “Peace of Mind”.