Insthinktive Influencing
Progressing Your Prospects Through Your Pipeline
Selling is a discipline. We spoke earlier about how we position selling in your own minds and the importance you need to place on your sales activities.
Sales without clarity, goals and discipline just won? work.
You need to develop and foster these key habits daily
– Set clear cut and measurable goals
– Be clear on your customers Why. And target this.
– Work on strategies that get your prospects attention
– Grow your network strategically (having names is not a strategy. Having contacts that are potential ideal clients is a strategy)
– Build your relationship with prospects to establish credibility
– Have a clear and measurable ?ollow Up?Strategy
– Focus on the value you offer not the prices.
– Keep in constant contact.
Like all great habits and disciplines the individual components have little value, but collectively they are very powerful. So to with the above.
World class Selling is not like a selection box,where you only get to select the bits you like. It is a systematic process. You can? choose the bits you like. You have to choose and executeagainst everyone of these to leverage amazing results.
Create the great habits and build your process to incorporate all steps.
Remember we talked about the 7 touches, so we have a stepped process to ensure that we achieve the 7 touches and to ensure we bring our prospects along with us.
Key Takeaways
– Always seek to establish Rapport first in your process
– Then get clear on how you will progress your opportunities through your pipeline
– Focus on building relationships.
Simple, but not easy…..
Next session; Your Prospect’s buyingprocess

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