During difficult economic times vendor loyalty can be shaky. This is a great time to go after accounts that have previously been locked up and held tight by your competition. If you know your competition, you know their flaws. Where might they be susceptible? Go after those accounts.
Qualify your prospects. Far too many sales representatives spend far too much time chasing after prospects that will never buy. Don’t be shy. Ask the hard questions that determine whether or not you’re speaking with real prospects. Qualify your prospects out. Then, if you are not speaking with a real prospect, move on.
Focus on value. Make sure that your prospects understand the value that you represent. How will your product/service help your prospect? How will it help your prospect achieve their goals? How will it impact their bottom line? Your prospects will not figure it out for themselves. It’s your job to help them understand. Ultimately, your customers want to know WIIFM, “What’s in it for me?” Make sure that you help them understand.
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