The Filipino Entrepreneur

I have a newsletter from Tessa Stowe which is I think similar to other newsletter I got about how as a salesman you should treat your prospect. In summary, it’s about you letting your prospect do the talking and you the listening in order to make the conversation more appealing and not repelling. I think even the most aloof prospect can be tamed if you will follow her advice. So read on….

What To Say If Your Prospect Only Has 10 Minutes

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Selling the wrong thing is what most businesses and salespeople are doing. That is what I observe on many companies specially the one I worked with some time ago. The focus is always how great their product is - always the I, ME, I Am, We and not really what the customer needs. Tessa Stowe’s newsletter is an eye opener and a good guide for sales people or those one-man-band entrepreneurs.

So read on:

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A lot of people think selling requires a lot of effort. The reality is that it is easy to waste time when selling and it is easy to make it a lot harder than it needs to be. There are, in fact, simple tips you can apply which will not only save you a huge amount of effort but will also speed up your sales cycle. Here are just seven of these tips.

Tip #1: Don’t act like a salesperson
The moment you start talking or acting like a salesperson your prospect will put up barriers. They will think you are trying to sell them something and their automatic and natural reaction will be to defend themselves against being sold. Once a prospect’s barriers are up, selling to them requires a lot more effort on your part and it is also much harder than it needs to be.

Tip #2: Sell only to those who will buy
Sell only to those who will buy from you sounds so obvious, I know, but if you look at your list of prospects, how many can you say are going to buy? Have you put them, and the opportunity, through your filter or qualification process? Do you have a formal, written, filter or qualification process which you could email me straight away? If you have answered “no” to any of these questions, chances are that you are wasting a lot of effort selling to people who aren’t going to buy.

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One of my sales coaching clients, let’s call him John, emailed me the other week and said his revenue for the month had increased by 29% over the same time the previous year. He said one of the reasons for this was because he rejected a lot of his prospects and fired 10% of his clients. Sounds both illogical and radical, don’t you think?

Prior to John deciding to become a radical, he would try and sell to anyone who was interested. Consequently he wasted a lot of time, money and resources (TMR) trying to attract and sell to people who were never going to buy, or if they did buy, the headaches they caused did not make them worthwhile. He wasted a lot of time on people who were never going to become ideal clients.

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I wanted to share with you this newsletter from Mike Litman. The title was “The Magic of The 2nd Mile”. Sounds unique. Anyway just read on below to learn something about being different from anybody else or just simply say be “unique”.

Dear Lito,

Separate yourself.

Differentiate yourself.

Be unique in the marketplace.

“Mike, how?”

Before I share with you the answer realize that
the FIRST MILE is expected.

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