Soar to Success January 2019

SOAR TO SUCCESS / January 2019 / Business Acceleration Strategies Your time is best spent understanding the value your product/service brings to your clients. Then \RX FDQ VHHN RXW PRUH TXDOLĆHG SURVSHFWV 2QH RI the reasons we misinterpret lost sales is because we are prospecting to everyone. While prospecting may be a numbers game, it is also a target game. The more we target our prospecting to the right potential customers, the better our odds will be. When we know the value it brings and who needs it, we have a better idea of where we should be spending our prospecting time. If you are going down the wrong road you will not get to your destination.When you truly understand the value of your offering you can draw a direct line toyourprospect base. Then,whenyougodown that road, you are really heading in the right direction. You won’t experience as many ‘no’ responses and your ego won’t take large hits. And remember, it’s not about you – it’s about them. We have to stop thinking about every interaction DV LI LWèV D GLUHFW UHćHFWLRQ RQ XV ,WèV QRW When you try to ‘sell’ to someone who has no interest in your product or service you are setting \RXUVHOI XS 2Q WKH ćLS VLGH LI \RX GR \RXU UHVHDUFK and reach out to those companies/people that mirror your current clients, you are more likely to make a connection. When you engage in ‘sales’ conversations with prospects you are an investigator, not an educator. Your job is to learn as much as you can about them so you can see where, and if, your product or service helps them. Only then can you sell to them, because you can connect how your offering has value for them and their situation. Spend your time assuring you know the value your product or service provides. Reach out to companies/people that look like your current clients and have a conversation with them. Find out as much as you can about them. When you focus on value instead of selling you will stay in an unemotional state of mind and your sales will DFWXDOO\ LQFUHDVH 0RUHRYHU WKH\ ZLOO EH PRUH meaningful and long term. Value is objective, not personal. So, go with it! Copyright© 2018 Seize This Day