Know
Paving
As sales
professionals we focus on "NO" quite a bit. It's the result we always
try to elude, the answer we endeavor to avoid, and we complain when
we do encounter it. But what about the other "KNOW?" If you focus on
this "KNOW" you won't have to worry about running into that
"NO."
- Know where the
prospect's business is today and where he wants it to be
tomorrow.
- Know what the
prospect wants and needs.
- Know what
products and services the prospect has tried in the
past.
- Hint: If you
don't know these things already there is a great source, the
prospect. Just ask him!
- Know when to
give up (this is a trick question. The answer is never give up. If
you get "NO" the first time it's doesn't mean you've failed, it
means that you will succeed, just not today.)
- And finally,
and probably the most importantly, know how to laugh at
yourself!
Remember, the road
to "YES" is paved with "KNOWs."
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