Turn More Prospects Into Clients by Rein Aantjes - HTML preview
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You can still visit prospects with a big ego if you’re a dominant salesperson, as long as your ego isn’t bigger than theirs.
Don’t talk about your product when arranging a meeting with your prospect, but show him the profit you’re going to make him.
Knowledge lies at the basis of your success. Knowledge of your clients, prospects and their sector, AND of your firm, yourself.
Acquaint yourself with your prospect group’s purchase criteria. It’ll come in handy if your first meeting turns out to be brief.
Clients and prospects expect you to sell them something when you come calling. So don’t disappoint them!
When typifying prospects and clients or categorizing them with colours, make sure you’re a good chameleon yourself.
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