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Module 2: Art of Prospecting- 5 keys to Sales Mastery - Coggle Diagram
Module 2: Art of Prospecting- 5 keys to Sales Mastery
Incorrect Prospecting
Leads to Desperation
Leads to Pitching those not in the "Universe" of Buying
Action Threshold
Getting Client to a Level of Comfort that leads to them taking "action" and "buying"
DO Not
Focus on those who can't Afford Product
Focus on those who don't Want, Need or Care about Product
Limited Buying Beliefs
Old Beliefs that Keep People from Buying or Taking Action
Sales Funnel
Creating Sales Goals and Working Backwards to Achieve them
Within 4 Seconds
Establish Enthusiasm
Establish that you are "Smart as a Tack"
Shows you can Help Client Achieve their Goals
Establish that you are A Figure of Authority
Shows you can Help Client Take Control of Their Life
Establish Rapport
Throughout Call
"Wrap your Package"
People Form an Opinion of Salesperson by Phone within 4 seconds
People Form an Opinion of Salesperson within 1/24th of a second In Person
Positive VS Negative Characteristics when Selling
Positive
Certainty
Clarity
Conviction
Confidence
Courage
Negative
Confusion
Uncertainty
Overwhelmed
Boredom