Debra Pearlman Sales Pro

Although your initial response may be “To Close More Deals” or “Make More Money” – Think more granularly, more specifically.  One of the biggest selling mistakes made both by seasoned as well as  inexperienced individuals is to ‘burn and churn’ their leads.  Once you’ve killed a lead, that prospect/suspect is dead – never to be revived again.   Take the time at the beginning to form a solid structure for your business or sales organization. 

Consider the story of Allen.  Allen is a sole entrepreneur in the financial investment industry.  He loves to share his passion for his industry and loves to talk.  He has assisted several clients in managing their financial portfolio successfully (with minimal loss even during the recent economic downturn.) He feels confident that his expertise and knowledge are of extreme value to his current clients and of course, so many others could be beneficiaries of his skill as well.  So, it makes sense that his passion and belief in his abilities to help others is what drives him to talk, and talk, and talk.  When attending networking and fundraising events, he shares his knowledge and expertise and pushes for the appointment coming from a place of passion and good intention.  Unfortunately, the impression often left is one of being overly pushy and unprofessional.  Allen needs a plan – a written goal and outline of what he wants to accomplish, taking each phone call; each appointment and networking opportunity as a tool to help him sharpen and define his skills.

By answering the following few questions – and writing them down, you will be on your way to creating your vision, your plan and your goal:

1.       What does your picture of success look like?

2.       How will your life change if you succeed?

3.       What happens if you don’t succeed?

4.       Who else is affected by either your success or failure?

5.       What are you passionate about?

6.       Are you 100% committed to your own success?

7.       What two things must happen to accelerate your success?  Are you willing to do what it takes to accomplish them?

8.       What two things differentiate you from your competition?

9.       Who benefits the most from your product and/or service?  Are you putting yourself in the best arenas to meet them?

10.   Does your presentation, conversation and verbiage align in such a way that the value your product and/or service provides is clear and specific to the listener?

11.   Do you understand how best to qualify a prospect before going into your sales pitch?