I was going through some old files on the computer when I came across these notes. I had attended a client’s sales conference several years ago and Bill Brooks was one of the speakers. They were relevant then and they are certainly relevant today when thinking about why customers buy and why they will buy again. And for the record, I never did find what I was looking for in the first place.
Some things to remember --
What makes a good prospect:
Have a master strategy – sell more services at a higher margin, service beyond expectation and sell more through referrals
Understand the difference between needs and wants
Biggest flaw in new business development – we focus on what we want to have happen instead of what the prospective client wants to have happen.
Secret to success – need to be in front of qualified prospects when they are ready to buy and not when you need to close the deal.
Value the trust factor and always dress one notch above.
No presentation is the same – show what you have and what it will do for that individual prospect, not what it’s done for others
Finalize the transaction – always make the assumptive close
Anything else you’d add?