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The
Distracted Prospect
Getting your prospect’s attention when he’s busy
doing other things
It’s tough enough getting that
appointment with a prospect, but when you
finally end up in his office in that first sales
call and he is totally distracted with oth er
activities, what do you do? We are all very busy
these days and it is common practice to
multi-task (for instance, I’m doing three other
things while writing this article). Some of us
are really good at it while others struggle with
simply walking and chewing gum at the same time.
Regardless of your level of skill at
multi-tasking, it’s just plain rude to do other
things while someone is trying to talk with you.
I’ve written enough articles about listening
skills where I discuss how to focus your
energies on the other person in order to clearly
demonstrate that you are interested in what they
are saying. Nevertheless, we can’t avoid it when
other people don’t show good listening skills to
us...Read
More
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Accuracy versus Action
Striving for perfection can cause you to be less
effective
Warren Buffet once said that
he’d rather be approximately right than
absolutely wrong. Too many times we try to be
perfect and end up missing out on an
opportunity. In sales, we need to be perfect in
several areas, such as our quotes and proposals.
But we don’t have to be absolutely right when
deciding whether a prospect is qualified or when
deciding on the best solution for them. “What!”
you say? “Russ, haven’t you preached time and
time again that we shouldn’t be wasting our time
on unqualified prospects? And haven’t you told
us that we should ask the right questions and
listen carefully so we can propose the right
solutions to our prospects?” Of course I said
those things. And I meant every word too. But
there are degrees of difference we need to
consider.
First of all, you’re never going to get 100%
accurate information from your prospect. Some of
it will be left out. Some will be
misrepresented. Some of it will be inaccurate.
And some will be down right lies. Therefore, we
have to take what we learn and process it in our
minds to determine whether it’s enough
information to make an educated decision, or
best guess, as to the quality and qualification
of a lead, or the best solutions that we believe
will fit the prospect’s needs...Read
More
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PEAK
Sales Consulting, LLC specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
or call us at (702) 655-5652. Our email
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