Learn From Your Disappointments

     When a sales meeting goes south we can look at it as a huge disappointment or an outstanding learning experience. If looked at properly, it can provide a rare opportunity to examine and improve the way we connect with our prospects and clients.

     However, you can't fix a problem until you understand it. This week Promotional Consultant Today will look at some of the most common mistakes made in selling situations and the simple solutions to fix these problems.

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PPEF

TOP SHELF TIP NO. 127

"People rarely succeed unless they have fun in what they are doing."

Dale Carnegie, American author, motivational speaker, 1888-1955

Making The Process Easy

     Companies and individuals often lose sales because the process of doing business is too difficult. If you ask a prospect to fill out forms, provide scads of data or answer lots of questions, the value of the end result will be reduced proportionately by the hassle of her involvement. And, if you collect lots of information, you better use it.

     Recognize that the prospect's time and energy are valuable. Anything you can do to make the process easy and painless increases your chances the client will initiate and complete the process.

     For example, life insurance firms often deliver applications that are already filled out. Simply sign here, please.

Read Your Client

     Clients give you clues as to what excites them or angers them. 

     Good salespeople recognize both the negative and the positive hot buttons and respond accordingly.

     The key to recognizing hot buttons is simply to pay attention and read the client.  

     Source: Pam Holloway is a business psychologist and co-founder of AboutPeople, a training and consulting firm that helps companies maximize the people side of business. She is a program designer, author and keynote speaker and teacher specializing in market psychology and organizational dynamics.