1. Set goals every day.
2. Ask your prospect to send YOU the meeting request in Outlook to raise the likelihood of your meetings and conference calls actually happening.
3. Embrace silence: Whenever you ask ANY question, BE SILENT AND WAIT FOR AN ANSWER!
4. Try to discover something about your prospect that you PERSONALLY like.
5. Be PRESENT when the client is talking, really hear what they're saying and asking.
6. Do what you say you're going to do.
7. Communicate in a language that your prospect is comfortable with.
8. Network once per month and plan on giving more than you get. This will ensure people will want to give you more than anyone else and make your networking activity easy.
9. Always respect the client's time and value your own time; it's the most important asset you have.
10. When you are asked to just "send information," respond by saying "Yes, definitely - will you take my call next week when I contact you to discuss it in detail?"
11. Ask for champions early & often.
12. Send a three point agenda for every meeting.
13. Offer a mutual NDA to be signed at the first meeting - gauge the prospect's reaction to a legal
document as an indicator of their level of power.
14. Establish a "finish line" when you agree negotiations will end, regardless of status.
15. Think... Some Will, Some Won't, So What? - NEXT!
16. Always develop a plan prior to attending a networking event; ask for the registration list in
advance to plan your attack. Who you want to meet? Upon arrival at the event, ask the
coordinators to introduce you.
17. Although it is your job to sell all day long, it is not your prospect's job to buy - religiously respect
their time.
18. Plan on a day in the middle of the quarter, midweek not the last day of the month and close deals.
This will make you close earlier and enable you to avoid steep discounting.
19. Let your best customers sell for you by asking them to champion your products or services.
20. Ask for referrals from all of your customers.