Managing and growing a company are two things that most business owners have in common. If you own a company then you probably agree that watching sales increase is an exciting part of business. It's great when you are able to generate revenue while you sleep but there are times when you need to convince a prospect to buy from you. Do you know what to do to get the sale when your ideal prospect gives you a call? This article describes three key skills business owners need to perfect in order to get more sales.
* Be professional. Be ready to meet with the prospect before you come in contact with them. What does that mean? Have your presentation together. Know the points that you want to present and rehearse them so that you know them like the back of your hand. Professionalism also translates to being prompt. That means valuing and having respect for your prospect's time. Schedule appointments on your calendar and set reminders so that you do not forget. Leave enough room for travel, if required, and have any materials that you need prepared and packed in advance of your meeting.
* Demonstrate that you understand. Research the prospect's industry inside and out so that you can relate to the obstacles they face. Are you both members of the same business groups or community associations? If so then you have probably noticed a need that you can fill based on what you have observed. Keep a client profile and clearly define their needs. Listen carefully and be able to restate their concerns when meeting with them. This ensures that you and the prospect are on the same page in terms of their current challenges and the solution
* Demonstrate that you understand. Research the prospect's industry inside and out so that you can relate to the obstacles they face. Are you both members of the same business groups or community associations? If so then you have probably noticed a need that you can fill based on what you have observed. Keep a client profile and clearly define their needs. Listen carefully and be able to restate their concerns when meeting with them. This ensures that you and the prospect are on the same page in terms of their current challenges and the solution
* Demonstrate that you understand. Research the prospect's industry inside and out so that you can relate to the obstacles they face. Are you both members of the same business groups or community associations? If so then you have probably noticed a need that you can fill based on what you have observed. Keep a client profile and clearly define their needs. Listen carefully and be able to restate their concerns when meeting with them. This ensures that you and the prospect are on the same page in terms of their current challenges and the solutions that you can provide. When you can communicate the major issues that cause your target market the greatest struggle that says tons for your understanding their issues. You can learn more about their needs by creating a short survey, hanging out where they are, and reading case studies in industry and trade publications.
* Show how you are the solution. You can achieve this goal in several ways. For example, if you offer a free consultation by phone, you could also provide a complimentary transcript of the call. This helps the prospect see what you have covered during the session along with the recommendations or homework assignment of two or three of your best results-driven action items.
Want more tips like these on a monthly basis? You can get them delivered to your e-mail for free when you visit the financial center at http://www.tbsusa.com.
Copyright (c) 2010 Benita Tyler
TBS USA is committed to helping small business owners by providing proven financial management strategies to help them achieve their profit goals, minimize tax liabilities, and build wealth. Business advice and tax tips are available at http://www.tbsusa.com
Article Source: http://EzineArticles.com/?expert=Benita_Tyler
* Show how you are the solution. You can achieve this goal in several ways. For example, if you offer a free consultation by phone, you could also provide a complimentary transcript of the call. This helps the prospect see what you have covered during the session along with the recommendations or homework assignment of two or three of your best results-driven action items.
Want more tips like these on a monthly basis? You can get them delivered to your e-mail for free when you visit the financial center at http://www.tbsusa.com.
Copyright (c) 2010 Benita Tyler
TBS USA is committed to helping small business owners by providing proven financial management strategies to help them achieve their profit goals, minimize tax liabilities, and build wealth. Business advice and tax tips are available at http://www.tbsusa.com
Article Source: http://EzineArticles.com/?expert=Benita_Tyler