It's a simple concept but few recognize it or actually apply it to sales or business in general. Care. You have to care about your prospect. Care about your client. Care to be interested. No, not the fake kind that comes across as awkwardness on the receiving end. The authentic kind. Actually be interested in your prospect or client. Ask them questions. Take some time to study their site to clearly understand their company and where they may need help and where you may fit in.
See, all too many salespeople clearly only care about one thing - their commission to fatten their pocket but the truth is, that is the longest and hardest route you could take. Instead, focus on caring authentically about the prospect. There is a reason or purpose or need that they are trying to handle or resolve which is why they called you. Care to find out what the reason or purpose is. Understand it. Ask questions. Problem solve with them to help handle it. Get excited about them and their company and focus on helping them attain their goal faster. Be genuine and care. This is your fastest route to actually making a sale.
It's actually difficult to express this one factor in text format in a blog but all I can really tell you is that you have to care genuinely about the prospect or client enough to be truly interested in them and focused on helping them. Care enough to have engaging dialog, even if it goes off track leading to things like family, travel or life - care to listen, care to be interested and care to genuinely help. Believe me, it will come across to your prospect and they will love you for it. You want faster sales? This is the way. Care.
- Robert Cornish
CEO, Richter10.2 Media Group
See, all too many salespeople clearly only care about one thing - their commission to fatten their pocket but the truth is, that is the longest and hardest route you could take. Instead, focus on caring authentically about the prospect. There is a reason or purpose or need that they are trying to handle or resolve which is why they called you. Care to find out what the reason or purpose is. Understand it. Ask questions. Problem solve with them to help handle it. Get excited about them and their company and focus on helping them attain their goal faster. Be genuine and care. This is your fastest route to actually making a sale.
It's actually difficult to express this one factor in text format in a blog but all I can really tell you is that you have to care genuinely about the prospect or client enough to be truly interested in them and focused on helping them. Care enough to have engaging dialog, even if it goes off track leading to things like family, travel or life - care to listen, care to be interested and care to genuinely help. Believe me, it will come across to your prospect and they will love you for it. You want faster sales? This is the way. Care.
- Robert Cornish
CEO, Richter10.2 Media Group
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