Crack the Prospect Code and Win More Sales
Why do so many meetings with prospects fizzle out and go nowhere? Is it just the way it is, so we should just accept it? Or, is it possible that our“ this is what went wrong” explanations are merely excuses for failing to turn prospects into customers? As sure as Friday is pizza night, salespeople are drawn to prospects like kids to puddles of water. No argument. But what about the other way around? How much thought do salespeople give as to whether or not prospects are drawn to them? Is it possible that the drive to make the sale blinds them to the possibility that prospects may reject them?
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The key to getting prospects to buy what you’ re selling starts with getting them to buy you. It requires cracking the prospect code and here’ s how to go about it.
Abandon the Urge to Impress
Sure, you want prospects to like you, but efforts to impress them can make the wrong impression. It sends the message you are overly impressed with yourself. In other words, you come across as being less interested in understanding their situation and more interested in selling yourself.