Prospecting

Prospecting

Something we all love to do and practice every day!

I have put together some tips when prospecting.

1. Keep track of all of your prospects each day:

Attempts

Contacts

Leads

Appointments

2. Before you start prospecting, be prepared!

Have leads ready to be called, in a binder, rolodex, stack of business cards

Do not multi-task

Remember keep everything S.I.M.P.L.E. Sweetie

3. Inform anyone around you what you are doing - NO INTERRUPTIONS!

4. Create a productive, energized, positive environment:

No scripts

Use a headset, bluetooth or something kind of phone that is not on your shoulders

Read your Sales Affirmations; http://salesaffirmations.wetpaint.com

Have your goals written out in large print and in different places

Hang up motivational signs, pictures and posters.

Buy a mirror and look in it when you talk

Ask yourself daily and remember your WHY

What Is DISC?

What is DISC?

Dominance - How you handle problems and challenges.

1. Tendency to be very active and aggressive in gaining results. Tendency to go at the problem with a calculated organized well thought out approach to gaining results.

Influencing - How you interact with other people

1. Tendency to have high contactability, outgoing, social, very verbally persuasive. Tendency to be more sincere, reserved. Enters situations and relationships with more of a cautious approach. Fact and information oriented.

Steadiness - How you handle a steady pace and work environment

1. Tendency to perfer a more structured predicatable environment having the boundaries of the pond clearly defined. Prefers a secure situation. Tendency to prefer an unstructured undefined environment with a great deal of freedom to operate.

Complaint - How you respond to rules and procedures set by others

1. Tendency to follow rules set by others and is very aware of the affects of not complying with rules and procedures. Tendency to do it my way establishing their own rules.

Stay turned for more DISC training!

Human Behavior

Human Behavior

1. You cannot motivate another person; you can only create an environment in which people become self-motivated.
2. All people are motivated and people do things for their reasons, not yours.
3. A person's strenghts overextended may become a weakness.
4. If a person understands him/herself better than you understand yourself, then that person will control the communication or situation.
5. If a person understands him/herself and understands you better than you understand yourself, they can control you.

Who Do People Buy From?

Research clearly validates that:

People tend to buy from salespesons with similar behaviorial styles similar to their own.

Salespersons tend to sell to people with behavorial styles similar to that of the salesperson.

If salespersons adapt their behavior styles to that of the customers, sales increase.

PEOPLE BUY FROM PEOPLE THEY LIKE!

Leading Others

A simple qoute today -Do not follow where the path may lead - go instead where there is no path and leave a trail.

Resveratrol

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