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"Selling Ice To Eskimos"
What makes “super salespeople” successful? What is it they have or they do that can be taught or conveyed to the normal sales sector?
There are five (5) distinct traits that, if learned, can enable even the most novice salesperson to grow his or her results.
Trait #2 - “Super Salespeople” know and understand the prospect. This means they utilize their knowledge of the products to enable them to focus directly on the prospects who are aligned with the products.
Further, they fully understand the need and utilize a process of prospect questioning that provides them with detailed information to solidify the product's potentials for the prospect. This makes it easy in most situations for the prospect to be positioned to do business. The focus is on the prospect as they are made to feel important. Knowing and understanding their needs demands effort and devoting time to exploring proper research and application. This devotion is noble and is also a subtle recognition trait that prospects very often appreciate.
ACTION STEP:
Do you have a current prospect you're looking to connect with? If so, what is your process? Is there a structure or system to research their business? Specific questions to ask? Do you have an ideal client profile?
Next week we will look at the Third trait of "Super Salespeople".
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