Turn More Prospects Into Clients by Rein Aantjes - HTML preview

⇒You need to grasp this.

• You can still visit prospects with a big ego if you’re a dominant salesperson, as long as your ego isn’t bigger than theirs. 
  
• Don’t talk about your product when arranging a meeting with your prospect, but show him the profit you’re going to make him. 
  
• Knowledge lies at the basis of your success. Knowledge of your clients, prospects and their sector, AND of your firm, yourself. 
  
• Acquaint yourself with your prospect group’s purchase criteria. It’ll come in handy if your first meeting turns out to be brief. 
  
• Clients and prospects expect you to sell them something when you come calling. So don’t disappoint them! 
  
• When typifying prospects and clients or categorizing them with colours, make sure you’re a good chameleon yourself.

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