Sales/Marketing Tips From The Front Lines

So far, we’ve discussed opening as it pertains to the actual selling process.  But there’s another side to it.  A side that’s far more important that what happens when you’re sitting in front of the prospect.

I know…….”How could anything be more important than what happens with the prospect sitting in front of you?  That’s my paycheck in that chair!!”

Nope.

Your “paycheck” is called prospecting.  Think about it - if the prospect is in your office/store/whatever, you’ve already won half the battle.  The real way to be “great” in sales is through good prospecting - opening opportunities, not just opening the process correctly.  We’re going to talk about prospecting in much more detail shortly - it deserves plenty of attention - but for now, the key thing to remember is this: selling isn’t about learning a bunch of fancy, manipulative closes.  It’s about creating opportunites, finding or creating a need, and then solving that need.  The best “closer” in the world will make far less money than the best opener…….and that’s why we’re here, right?

NEXT POST: People hate to be sold something……..so why does this country love shopping so much?

Now go sell something!

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