So you’ve made a list of prospects and have just decided to approach them? Obviously you decide to pick up the phone and start phoning. If you’re lucky, you’ll speak to someone and if you’re very lucky that someone is also the person you’re looking for. If this person has enough time, you may even be allowed to ask a question! Subsequently, the answer to your question whether the prospect wants to discuss your offer will be: “No thank you, we’re really not interested...”
Depressing, for of course you know better. Otherwise this organisation wouldn’t be on your list of prospects. Don’t wonder what’s the matter, but consider this…
(08) When a prospect says he’s not interested, that’s most probably due to the fact you weren’t able to interest him! ⇐
Every prospect, however grumpy, is interested in matters that will benefit him or his business in the field of cost reduction or turnover growth. To attract his attention, you’ll have to show him that further contact with you will benefit him. Also, the more precise you can be, the more precise his interest will be! So it’s preferable to say: “Mr. Johnson, I guarantee you that after my visit you will know how to spend 1000 Euros less on office accessories and furthermore how you will achieve a time reduction for your secretaries of at least 2 hours a week per secretary.” Instead of: “Mr. Johnson our online supply system will save you lots of money and time.” That’s because...
(09) Only when you offer something extra will a prospect be interested in you. What you actually deliver is less important. ⇐
Promising or guaranteeing something is one thing, but you won’t be going anywhere if it appears your prospect doesn’t believe you after your visit. Worse than that, don’t count on going back to this prospect for the time being! So, you’ll have to prove to your prospects that you are very knowledgeable. Not just of your own products, but also of your prospects’ products and their lines of business. Only then will you be able to serve prospects as a true advisor and convince them you’re right. Besides that, you won’t be viewed as an advisor when you have the word consultant on your business card, but when you provide valid reasons that help your prospect along...
(30) Consultative selling is what you’re into when prospects have even more valid purchase motives after a conversation. ⇐
• I found this video on YouTube in which Keith Rosen really hits the nail on the head. How to capture a prospect's proposal