Mastering The Mindset Sales Superstars and Overachievers

There is a difference between interacting with a prospect and engaging with a prospect. When you interact, you are essentially at a superficial level with whomever you are interacting with. It is an exchange of information, but no true bond is created. On a sales call this would involve getting the basic information you would need to provide a quote or proposal. You ask a question; they give an answer. It can be cordial or even friendly. But there is not true deep understanding. The skilled salesperson, however, goes further and creates a bond with the prospect. This occurs when the salesperson asks good hard and tough questions that demonstrate that he or she understands the prospects problem and its consequences at a deep level. The prospect comes to understand that the salesperson “gets” where the prospect is coming from. Likewise, the salesperson senses that the prospect knows the salesperson has gotten to the heart of the matter. In short, both parties see (know...

Sometimes looking for a new ideal client is like looking for a needle in a haystack. Imagine how hard it would be to find a needle in a haystack if you had no idea what a needle looked like. It would be an impossible task. Yet that is what the average salesperson does every day when they fail to have a clear idea of what their ideal prospect looks like. To make prospecting easier you need to describe who your ideal or target prospect is. It is not everyone who is in the market to buy what you are selling. Do you need to talk to the CEO or the Marketing manager? Are $50,000,000 companies or $5,000,000 companies in your sweet spot? What are the problems you are most likely to be successful at solving? Is there a particular geography that you are targeting? It is important to identify the target both for yourself and so that you can easily describe the target client to referral sources. This will make your referral sources more effective at finding you the right people to refer you to....