Another great presentation from the final round of the Sales and Business Marketing Association at Western Michigan University.
5 key points I pulled from this presentation include:
1. Build rapport and present prospect with an agenda.
2. Take the time to go into detail of what the customer needs. Use the elaboration and open ended questions
3. Write down key information that the prospect gives you just to reinforce the needs and key points the prospects mentions.
4. Do not be afraid to question about competition. Do not talk bad about the competition but do discuss your competitive advantage and have proof statements to support.
4. Give the prospect choices so that the question is not "are you going to purchase" but "which are you going to purchase".
5. Trail close, handle objection, trial close
6. Do not let the prospect say no
5. Have all information (specific dates, times, etc.) at hand so there is no delay and prospects have no time to stall.