quote:Originally posted by Czech:
Great thread, and I loved what Yoda had to say.
Some questions:
1) How can I generate more PROSPECTS (not leads) outside of work hours? Get involved with your civic, church communities
2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later? Include your linkedin profile on your email salutation and make sure you have many references from other customers and or prospects.
3) How do you emphasize pain points? Do you push, or let the customer see the error of their own ways? Ask and ye shall receive, when a customers states an issue, ask if that is a problem for them. If you notice something by all means bring that up and then listen
4) Closing tips? ABC, always be closing for the next touch whether an appointment, a demonstration, webex or the order. Lead them down the path of taking the next step.
@Art : I may start buying your materials.. I am hammering on this industry and Yoda had it 100% right when he said that with this job you have to treat it like your own business. Yoda is right, essentially it is your business, you are the first point of contact for them, new customers are buying more from you than the name on your business card.
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