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Brian Tracy! Psychology Of Selling! Take time with customers

Psychology Of Selling!

Chapter 5. Take time with customers

When a person has tried their best and lived to the fullest for

the needs of his family and society,

he succeeded. – Mack R Douglas

The most important rule for successful sales is

to always spend more time with the prospect.

This rule is brief,

but it captures the entire sales strategy.

The more time you spend with the prospect,

the more, according to the “Law of Probability”,

the more sales you will make

and the closer to success.

Finding new customers to talk to

and meeting them

for the first time is one of the biggest challenges in the sales process.

All advertising and promotional activities are built

by businesses to accelerate

or support this.

Identifying potential customers is also a source of pressure and annoyance.

Many salespeople have had to give up very promising careers

because they failed to master this skill.


You can learn any skill

Luckily for you,

prospecting is a skill you can absolutely learn.

If someone is good at identifying potential customers,

you might as well be them.

You just need to learn other people’s strategies and techniques

and apply them to your work

until you feel confident.

Surely your business career will be successful.

1.Now you know how to think creatively

and analyze your market.

2. You have identified the key competitive advantage

and uniqueness of your business.

3. You know who to talk to

and why they should buy from you.

Ammo is loaded,

4. Now you just need to aim and shoot.

Here’s the hard part:

You need to call or meet in person customers you’ve never met.

It will be one of the hardest parts of sales

– until you master it.


Potential customer determination process

Continuously analyzing your products

and markets will bring in a steady stream of potential customers for you.

This process begins with the first meeting,

which will determine whether or not you make a sale.

Therefore, every word uttered must be prepared in advance

to achieve the intended goals.


Dispel customer concerns

When reaching out to customers,

you have to break their preoccupation.

Each person may be busy thinking about other things,

they are completely immersed in personal matters:




business or debts.

If you don’t break those concerns right

from the opening sentence,

you won’t have a chance to talk about your product.

Some people have a habit of calling customers,

introducing themselves,

and then talking about their products

or services right away.

Use a better approach:

introduce yourself, then ask,

“Can I bother you for two minutes?”

Only when the customer is satisfied should you mention the benefits

of the product you are selling.


Make your business based on appointments, not products

When on the phone,

never talk about products or prices,

unless you can sell

without meeting the customer.

This is a very important rule.

Some young salespeople are often eager

to pour out a series of detailed product descriptions

from the very first sentence to the customer.

But if you do that,

you’re sabotaging the sale,

and the customer won’t have enough information to consider your offer.

In that case,

they will refute:

I don’t care or:

“We don’t have a need right now.”

And as a result, you’re just talking on the phone.


Choose your words carefully

When meeting a customer for the first time,

a salesperson often opens the conversation

with their product,

while the customer is on the phone,

signing a check,

or doing other hunches.

The customer’s mind is still somewhere,

they don’t pay attention to you.

You sit there

and they are preoccupied with their lives.

Your job is to break their indifference

before you start talking.

Your first words are like throwing a brick at a glass door.

Come up with an opening sentence or question

that can completely capture their interest.

This statement needs to be about the results

and benefits the customer will get

from your product or service,

but, don’t directly refer to the product

or service right away.


Make it easy to break the customer’s mind

Many years ago,

there was a salesman who worked

for Coming Glass at the exact same time that

the company introduced safety glasses to the market.

This product consisted of a transparent plastic sheet

between two glass panels,

so it would not break like most other windshields of the time.

The young salesman started his career with this new product

and within a year

he became the best business man in safety glass in North America.

In a national conference,

he was invited to share his business secrets

with the attendees

and received the top award for his success.

its business.

They all want to know

“How do you sell more safety glasses than everyone else?”


Let’s prove the benefit

He explains:

“First of all,

I asked the factory to cut a few square glass panels

with an area of ​​about 35cm2

and bring with me,

along with a hammer,

on every sales trip.

When I meet with clients, I say:

Would you like to see a piece of glass that never breaks?”

The customer will say,

“It can’t be.

I do not believe”.

I responded by placing this piece of glass on the table

and smashing it with a hammer.


he would jump up and put his hand over his eyes.

He will be surprised to see that

the glass is not broken.

Then everything was simple,

I asked:

“Are you satisfied?

and start writing the bill.”


Passing the experience on to everyone

Coming Glass Company is very impressed with this know-how.

The very next year,

they equipped each of their employees

with a hammer

and a glass in their sales journey across the United States.

This method works,

and they sell a lot.

Later that year,

at a national business conference,

this salesperson got ahead of the others.

Once again he was invited to the podium to receive the award

for the best salesman in the country.

And they asked him again:

“How did you outperform others last year?”


Customers also need to participate

“Well, because I knew you were going to use my method,

I had to come up with a new method.

Now when I go to see a client,

hammer in one hand and safety glass in the other,

I ask the client:

would you like to see an unbreakable glass?”

“I don’t believe it,” he said.

Then I put the glass on the table

and gave him the hammer to smash the glass.

After trying and failing to break the glass,

he was convinced.

After that, all I had to do was write the bill.


A good start is half of the success

Getting off to a good start with smart questions aimed

at the benefits your product offers

to your customers can help you sell more smoothly.

A smart start will break the customer’s worries,

capture their interest.

Then the customer is ready to listen to you.

Marketing expert Dan Kennedy recommends using an opening sentence

when you’re approaching a prospect for the first time

so that the prospect has to ask again:

“Really? How can you do that?”

For example:

“We can provide you with unbreakable glass”

– “Really? How could you do that?”

Your statement needs

to immediately grab the customer’s attention.


Your time is limited

You only have about 30 seconds in the early stages of the meeting

to capture the customer’s attention.

During that time,

the customer decides whether

or not they should listen to you.

If you keep going around,

customers will lose their patience

and leave after 30 seconds.

At that point,

it’s hard to get them back.

Experts agree that the first 15–25 words

you say determine the rest of the story.

Therefore, you should choose sentences carefully

and repeat them often.

Do not miss the opportunity!

The first 15-25 words will decide the rest of the story.

Many salespeople,

when they first meet a customer,

say to themselves,

“it’s hard to get started,

what am I going to say from here?”

That’s not your way.


Prepare word by word

You should prepare each word carefully

and practice it in front of a mirror to memorize it,

then practice with your clients

and see how the effect affects them.

If this method does not attract the attention of customers,

you have to start from the beginning.

You have to come up

with another opening sentence yourself

until the customer has the reaction you want:

“Oh, what is it?”


Opening sentences can freeze a date

I learned this important lesson from my own experience.

When I went to invite admissions

to a sales training course,

I called the customer

and said something like:

“I want to introduce you to the sales training program.”

As a result,

I got answers like:

“We don’t have enough money.”

“We don’t have time to train our salespeople.”

“We have our own sales training program.”

“Our employees do not need training.

Sales are currently declining

and we cannot afford this.”

– “Business is losing money.”

“We don’t have a budget for training.”

To varying degrees,

but these are some of the questions that

customers often respond in that case.


Record and reuse the opening words

When I realized my approach was going nowhere,

I stopped and studied it again.

I rethought my opening statements,

trying to determine what

I could do to reach potential customers more effectively.

Finally, I realized where I was wrong

and came up with a new strategy.

First, I have to make sure

I’m talking to the right person before planning a date.

Who are the potential customers of a sales training in businesses?

Obviously, that

is the person responsible for

the business training of the salesperson:

the boss or the person in charge of the sales.

The second question:

What is the main need,

the main concern of the potential customer?

This is also very clear.

My potential customers

– business owners or people in charge

– are not interested in sales training.

They only care about how to sell more products

and increase revenue.

I have to ask a question that focuses on the specific needs,

results, or benefits the customer is looking for

in order to make a sale.


Back to the phone

I started over with prospecting over the phone.

The first question

I asked the receptionist was:

“In your company,

who is responsible for sales and sales training?”

“That’s Mr. Brown,

our business manager.”

“May I speak to Mr. Brown,”

and the receptionist hooked me up.

Once connected,

I will say:

“Mr. Brown,

my name is Brian Tracy,

from the Institute for Executive & Management Training.

I would like to ask if you are interested in a proven method that

can increase your sales by 20-30% within 12 months?”


Remember the main benefits

I will repeat the main benefits,

the “hot keys”:

“Mr. Brown, we have just developed a method that

can increase sales by 20-30% or even 50% in a year.

within the next few months.”

Often the customer will say,

“Really? How is that so?”

And I replied:

That’s why I called you.

I just need 10 minutes to show you this system.

You can then decide

for yourself whether to apply the system

to your company and your salespeople.

From failing to find leads over the phone,

I started dating 4 out of 5 people,

even 9 out of 10 people that

I called from the number on the phone book.

With just a small change in approach,

I was able to sell more products than I did last year.

Your opening sentences should make the listener ask:

what is it or is it real?

How could you do that?

If you can’t do this then you need to think again.

If that question doesn’t immediately disrupt the preoccupation

and doesn’t capture the customer’s interest,

you have to think again until you do.


Reaction in sales is normal

If a potential customer says,

“well, I don’t really care either,”

that has two possibilities:

either your question isn’t strong enough,

or the person you’re talking

to was never the customer with potential goods.

Perhaps you spoke to the wrong person.

When you start a conversation

with an affirmative sentence

or a powerful question,

you have placed yourself in the ranks

of sales professionals.

Instead of wasting the first few minutes talking about your product line,

or crap about how long you’ve been in town,

most customers would rather you get straight to the point.


Neutralize initial reactions

The first time you call a prospect,

you may have interrupted what they were doing,

and it may be more important to them than anything you say.

Everyone is busy,

so you should be calm in the face of these reactions,

even if you are offering the best product at the most reasonable price

and the best quality.

The following is a possible way to neutralize this reaction.

When a prospect says something like,

“Thanks for calling but I don’t care,

or I’m not your target audience,

don’t take it too seriously.

Potential customers have no idea about your product or service,

how it is useful to themselves

and their company.

Their response is a natural response to any offer.

Manipulating these reactions like a boxer

and his opponent’s punches,

you end up coming back to your guests

with statements like these:

“Yes, most people in your field feel the same way at first.

But now they have become our regular customers

and recommend us to their acquaintances.”

When potential customers hear such statements,

they will immediately stop what

they are doing and show interest.

They often say things like this:

“Really? What is that?”


Adjust the way back to the problem

You can make your words stronger

by being specific to your client’s concerns:

Yes, most people in the financial industry felt the same way you did

when I called them for the first time.

But now they have become our regular customers

and they even recommend us to their acquaintances.

In Robert Cialdini’s Influence,

he explains the effect of “social proof”

when it comes to building credibility

and arousing lust.

Social verification comes from everyone,

be it your customers,

people who have purchased your product.

Whenever we hear that someone like us,

a friend in the same industry,

with similar interests

and beliefs has bought a product,

we immediately want to know what it is.

If the majority of people like us

have ever purchased a certain product,

we can infer for ourselves

that it could be a good choice.

When a potential customer says,

“Oh, really? What is that?”

Then answer:

“That’s what I’m trying to tell you.

I’ll only bother you for about 10 minutes,

then you can decide for yourself if it’s right for you.”

Busy customers might say,

“So can you talk about that product over the phone?”


No sales over the phone

Answer: “I don’t mind talking to you on the phone about our product,

but I would also like you to see it for yourself.”

This statement will arouse curiosity for customers.

At that point,

you should come up with

two specific times to make an appointment.

“Is this Tuesday morning convenient for you?

Or is it better on Wednesday afternoon?”

Remember the purpose of the first call

is not to sell a product or discuss it,

but to get 10 minutes of one-on-one talk with the customer.

Don’t say anything other than ask for an appointment

and refuse to talk about your product or price over the phone.


Avoid regrets

Sometimes busy customers will say:

Can you send me the information by mail?

Did you know that

the risk of them forgetting the letter is great,

and that they decide not to talk or see you anymore?

They feel they already have enough information

to make a decision

and don’t need to spend time with a salesperson.

Mailing information is often a waste of time and money,

unless you specialize in remote sales.

When a customer asks for this,

it is best to answer:

I don’t mind sending you a letter,

but you also know the reliability of letters from these days.

Why not let me bring it over to you on Tuesday afternoon?

Will I come Tuesday afternoon?


Don’t let your customers avoid you

The prospect will now try to avoid making a commitment:

“Okay, give me a call on Monday

and we’ll meet again next week.”

If you agree,

then when you call back on Monday,

the client may be “in the meeting” again

and you may never see them again.

Instead, say firmly,

“I have a calendar here, do you have a calendar there?”

Potential customers will always agree that

they have a calendar in hand.

Take the opportunity:

“Let’s schedule an appointment.

If you have something to change,

call me to reschedule.

In the short term,

this Tuesday afternoon,

is around 3 o’clock convenient for you?”

When the customer agrees to meet you at a specific time,

the first step is to make a successful sale.

Then confirm the appointment time

and date and give your phone number

to the customer in case

of need to contact.

If this happens,

thank the customer sincerely,

repeat the time,

date, and location of your appointment and say,

“Thank you, you will definitely like my product.”

When the customer agrees to meet you at a specific time,

the first step is to make a successful sale.


Meet customers face-to-face

Your first task is to make the customer listen to you.

But before customers sit back

and listen to you,

they want to know five things in their hearts.

They won’t speak out or ask you questions,

but these things are necessary

if you want them to be heard.


First, they want to make sure

the story you’re talking about really has something to do with it.

That’s why you should get straight

to the product’s benefits in the first sentence.

If you sell something related to their life or work,

you will capture their full attention.


Second, they want to make sure that

they are the person you want to talk to,

that your product meets their needs can be satisfied by your product.

Fortunately, you already know this potential customer

so well that while you wait for

the receptionist to pick up the phone,

you know you’re talking to the right person.

But if you are in doubt,

ask further:

“Are you in charge of increasing the sales of the business?

Are you in charge of cutting information processing costs?”

or: “Are you really the person

I can talk to [specify] that needs to be addressed in the business?”

Remember that

you are not simply selling a product or service.

Are you selling a solution to a problem

or providing the satisfaction of a real need.

First of all,

you have to find the audience that

has a problem or need.

Only then can you start talking about

how to help them get the benefits your service can offer.

There’s no point in crafting a great sales plan for someone

who doesn’t have a need, or who isn’t a buyer.

Always make sure you’re talking to the right person.


Third, customers at least expect you to be brief.

Everyone is busy and often overloaded

with all kinds of problems and responsibility.

Customers will become anxious

and have a negative attitude towards you

so they will think you are wasting their time.

So you should immediately assert that

you will only be asking for a few minutes

to talk about the benefits mentioned in the first few sentences.


Fourth, customers never want to be put in a passive position.

That’s why you should say,

“I want to show you something and you can decide for yourself.”

This statement removes the pressure on the buyer

and they will accept the appointment from the very beginning.


Fifth, they want to make sure you don’t pressure them.

The two things that

customers fear most about salespeople are the feeling of being

under pressure

and the fear of being taken advantage of.

With a positive,

polite and friendly attitude,

you can erase these worries.

Let them feel comfortable and willing to listen.

These 5 goals must be achieved

at the beginning of the conversation,

if over the phone, you must regularly reach out

with new leads before you have the opportunity

to meet them in person.

I have taught thousands of sales people this method

with the hope of helping them get the appointment they want.


Let’s start with a tight question

When meeting a new client face-to-face,

introduce yourself,

shake hands,

sit comfortably,

and open with a tight question.

It’s often an interesting

and unusual question that

deals with the benefits of the product you’re selling.

Questions are often powerful

because people have a natural response when asked:

If you ask the time,

before they can think of anything else,

they will look at the clock

and tell you what time it is?

People often automatically answer such questions.

That’s why we say in the sales environment:

The person asking the question is the driver.

One way to quickly master a conversation is to ask questions.

As long as the customer answers your question,

they will remain completely focused on what you are asking.

When you ask a potential customer,

“May I ask you a question?”,

they will agree.

From there,

you have complete control over the story.


Keep asking questions,

good questions will bring good responses

When you ask a customer:

“Do you want to know a proven method

to increase your sales by 20-30% per year?”

they can say nothing

but the answer.

The questioner is always the one in control.

In my years of using this question

to open a conversation with a prospect,

I’ve only met one person who said,

“No, I’m not interested.”

And the reason he didn’t care was that his company went bankrupt.

He said:

It is too late.

If only you had called me 6 months ago.

But to this answer,

every sales manager to this question says,

“Yes! What is it?

When can you come and talk?”

Your question gave rise to this answer.

The second step in this approach is

to meet the client face-to-face and say:

I’m just asking for 10 minutes to show you what

I have and you can decide for yourself.

An important idea to convey is that “you decide for yourself”.

It assures the client that the conversation will be brief,

that they will not be under any pressure,

and that you have something important to share with them.


Contact other satisfied customers

In many cases, even with the best opening sentence,

the prospect hesitates and refuses.

To avoid this,

it is best to mention other satisfied customers

who have used your services.

If you are selling to a printing company

and another printing company has used your product,

tell them:

“Another company in your industry,

ABC Printing Company,

has used your product,

and as a result,

many good results have been obtained.”

With its power,

“social verification” can change the negative

and neutral attitudes of customers to positive ones,

giving rise to the desire to see

and know about the things that customers

want the same industry they have been doing.


Build credibility for your product

When I offer sales training,

I will say,

“There are thousands of companies that

are already using this process,

with great success.

It is tested and completely guaranteed.

I just need 10 minutes to show you this,

then you can decide for yourself whether or not.”

Anyone can give you 10 minutes.

They may not be willing to give you half an hour

even though they date you month after month,

but they can give you 10 minutes straight away

if you offer them something beneficial.


Always be professional

It’s wrong to make a request like this:

“Is 10:30 a.m. this morning

or 1:20 a.m. tomorrow for you?”

This is an attractive

but old-fashioned

and over-heard approach,

which can damage your credibility.

Even if customers were interested in your offer in the past,

they may now lose interest

so they feel you are trying to take advantage of them.

This is when you need to be friendly,


and patient.

Give a moment that seems more general like around 10:00 on a Tuesday

or 3:00 p.m.

on a Thursday.

If neither of these times is right for the client,

you can further ask:

“Which is right for you?”

Remember: The questioner is always the one in control.


Confirm the appointment

Once you’ve made your appointment,

it’s just the beginning.

Before going to a scheduled appointment,

call to reconfirm.

This is a way to show professionalism.

Many people are afraid to call to confirm

because they are afraid that

the prospect will cancel the appointment at that moment.

So they will be there on time.

However, it is more likely

that the prospect is busy

with a meeting or going out,

maybe they are sick or have an emergency.

A lot of scheduled appointments fail just

because you have no control over it.

There are two ways to confirm the appointment.

The first way is to call customers and let them know

that you will be available at the time of appointment

and look forward to seeing them.

This is a way for clients to reschedule

if something happens to coincide

with your appointment.

Another way is to call the front desk and ask:

“Is Mr. Brown there?”

When the receptionist answers “yes,” you can say,

“Okay. I’m Brian Tracy.

I called to confirm my appointment

with him at 10:00 am tomorrow.

Please tell him I’ll be on time.

Thank you so much!”

If for some reason your appointment is postponed.

Use the skill I explained in this chapter

and quickly come up with another time.

I usually set an appointment

and reaffirm at a specific time

a few weeks in advance.

The number of appointments

that go on schedule is amazing and so is it.

Countless businesses have been derived from it.


Manage by Exceptions

Customers will often say,

“I’m not sure

I’ll be in town that day.

Can you call me back a few days

before or next week to make plans?”

When you hear this,

answer immediately:

I know how busy you are.

But make an exception.

We will schedule an appointment today

and if there is something unexpected,

it can be rescheduled later.


Be inquisitive and patient.

When you have the opportunity to talk to a potential customer

who is interested in your product,

you need to be persistent to get a specific appointment time.

People are often influenced by their own expectations.

If they think it will be beneficial to you,

they will look forward to meeting with you.

If an appointment needs to be rescheduled,

they will call you on their own

if you have scheduled it correctly from the beginning.

Meeting customers,

your chances of selling will increase 10–20 times compared

to talking on the phone.

When customers meet you face to face

and see that you are smart and professional,

they will appreciate you more.


High qualifications of hearts

enhanced the possibility of finding potential customers through the phone

There are two things you can do to improve

the quality of your phone conversation.

First, stand when calling.

When you’re standing,

the energy goes to the middle of your body.

The volume and pitch of your voice will sound louder

and more confident.

You have more vitality

and will become more trustworthy and powerful.

The second thing you can do is smile on the phone.

It’s amazing how a smile can be felt on the other end of the line.

(People can tell if you’re smiling,

or maybe even worse,

feel you’re frowning.)

Many of the salespeople

I work with even put mirrors

in front of their desks

to smile at themselves while talking on the phone with customers.

By combining standing and smiling,

you can create a greater energy

and a more sincere attitude.

In the case of talking on the phone,

that’s part of what determines whether

or not you can make an appointment.



Don’t expect customers to call you back on their own,

no matter how honest and knowledgeable they are.

It is you, the salesperson,

that must remain proactive

until your first face-to-face meeting.

Don’t let customers avoid you for any reason

and just sit back

and wait for them

to call you back on their own.

Because they are busy,

they will not come back

even if they are interested in what you sell.

Don’t expect customers to call you back on their own,


No matter how honest and understanding they are.

Remember that rejection is not personal.

The first reaction is not personal either.

When a potential customer says they are not interested

or satisfied with the present,

it means nothing.

It is very normal and a natural reaction.

Don’t attribute it to personal reasons.


Brain training

This is one of the most important secrets of all sales psychology.

It has to do with how you mentally prepare yourself

before going to meet a prospect,

especially for the first time.

Pause for a few seconds to create a clear image of yourself

– completely relaxed,



and completely in control of the conversation.

Then, take a deep breath to fill your chest with air.

Inhale for a count of

seven and exhale for the same amount of time.

As you take a deep breath,

continue to think of yourself as the best salesperson you can be.


Let’s create a clear picture

Before going to the customer,

imagine a picture with the customer’s positive reactions.

Imagine their smile,

their joy when they talk to you.

You can also lift yourself up

before you go to the client

by recalling a successful sales call the day before.

Think back to how enjoyable

it was to talk to a customer,

how well they collaborated,

especially when the conversation ended with a sale.

Remember the feeling of joy

and satisfaction you got from that sale.

Then, convey this feeling to the picture you’ve created

and to the client you’re about to meet.

This action will surprise you.

It will make your whole being better.

Take a deep breath,



that’s enough for you to work at your best.


Communicate with yourself in a positive way

Don’t forget to use the skill we discussed:

using assertive affirmations.

Especially if you are feeling stressed,

forcefully repeat the following statements to yourself:

“I love me! I love you! I love me” and I love my job!

I love work! I love work!

Warm yourself up and prepare yourself by repeating:

Am I happy?

I feel healthy!

I feel great?

You can’t say those sentences

without feeling happier and more confident.

When you come to the client,

the customer will also feel your positivity.

Always prepare for the meeting

by breathing deeply,


and affirming yourself first.


Create a premise for implementation

When you meet a client,

shake hands firmly

and say,

“Thanks for your time,

you’ll enjoy what you see.”

By building such a positive expectation,

you will keep them interested and curious.

They wonder, “What is that?”

When you smile,

confidently and optimistically,

you also convey that feeling

to your customers

and create an atmosphere of higher expectations

with what you envision.


Looking forward to welcoming you

Sometimes, your customers have a bad morning.

Since their arrival,

they have been inundated with phone messages,

emails and complaints.

The coffee is cold,

the staff is sick or unhappy,

the boss is upset,

and then you come.

The customer thinks:

“Thank God, this person looks kind,


intelligent and optimistic,

maybe this person will bring me something interesting. ”

Many people feel that way.

You can be a bright spot during that

gloomy morning or afternoon.

When you’re smiling and friendly,

they’ll be happy to see you.


Refusing to talk while standing

Sometimes a busy customer will meet you at the front desk

and ask you to talk about your product.

But you should refuse to talk while standing.

By doing so,

you can devalue your products and services.

No one buys but stands.

Please refuse to work this way.


No one buys but stands.

Or refuse to work this way.

Remember the adage:

Everything counts.

Unless you’re selling in a showroom,

no one will consider your product valuable

if you’re willing to talk about it,

trying to sell it while standing. Instead say:

What I want to show you today is very important,

and I need to ask you for about 10 minutes.

If he still doesn’t invite you to sit down

and discuss the offer, say,

“If you don’t have time right now,

maybe we can make an appointment another day,

when it’s really convenient for you.”

Refuse to stand

and talk about your product.

The basic rule is:

If customers don’t buy your product while standing,

don’t try to sell standing and selling.


Respect your product

The same thing happens

when you make a phone call.

If customers don’t buy over the phone,

don’t try to sell over the phone either.

If customers can’t buy

and sell and pay by mail,

don’t sell by mail.

If your product needs your presence,

try to be there to pitch.

Customers also will not be standing

and deciding to buy.

They decide to buy

when they have sat down comfortably,

whether in the office or at home.

They decide to buy after listening,


and reviewing your product.

They only buy when they have evaluated,

considered and decided that

the benefits you bring are worth paying for you.



1. Determine the exact number of leads you call every day,

every week to achieve your sales and income goals.

2. Spend about 80% of your time searching for leads

until you have too many customers and no longer call anyone else.

3. Record your phone calls to potential customers,

memorize it and keep practicing

until you can speak naturally and comfortably.

4. Ignore obstacles when you find leads,

focus on results and profits

profits of what you sell

and think of other satisfied customers.

5. Be proactive, record the exact date

and time of the first meeting with the customer.

6. Refuse to talk about products and services

or prices over the phone,

focus your mind on meeting in person and nothing else.

7. Get things ready for the meeting:

Pre-rehearse the action at home,

experimenting on the internet if possible

so you look completely professional

when you meet the client for the first time.

A meticulous plan will make everything possible. – Mark Caine

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Angel Cherry

Creative Blogger

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