By Brian Tracy
Do your homework. The most important part of professional selling today is conducting as much pre-call research on the prospective client as you can. To get a serious hearing--much less a sale--you need credibility. The more research you do, the more credible you are. And the bigger the sale, the more essential research is.
There's nothing more impressive than to go in and say, "I've been looking forward to this call so much that I've done research on your company and found out the following." Call the company in advance to get product literature, visit your local library, get on the Internet--however you do it, do your research. That's the biggest distinction between those who are serious about selling and those who aren't
By Tom Hopkins
Know how to handle anticipated objections. Those are the objections you hear from, say, 75 percent of the people you talk to about your product or service. There are three steps: Identify the objection, figure out how to make it an advantage, and bring it up before the customer does. Don't wait for the customer to voice it. Bring it up and show how it's actually an advantage, or at least something people will ignore.
Never wait for the customer to voice an objection you know you will hear. Bring it up yourself, and turn it to your advantage--that's a crucial selling skill.
Entrepreneur Editors' Picks
These Co-Founders Are Using 'Quiet Confidence' to Flip the Script on Cutthroat Startup Culture and Make Their Mark on a $46 Billion Industry
My 7-Year-Old Daughter Started Selling Eggs. Here's What She Taught Me About Running a Startup.
Why You Need to Become an Inclusive Leader (and How to Do It)
Career Transitions You Can Make in Your 40s and 50s
Billionaire Naveen Jain Is an Expert at Disrupting Fields He Has No Experience In. His Secret Sauce for Building Multi-Million Dollar Companies? 'You Have to Come as Naive.'
4 Principles to Develop Next-Level Leadership at Your Company
This Filipino American Founder Is Disrupting the Beverage Aisle by Introducing New Flavors to the Crowded Bubbly Water Market