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Every time you have contact with a customer you
should:
1. Uncover a new driver – either personal or business.
2. Reinforce a current driver with a new supporting fact.
Sales Development Business Driver Tips:
3. Ask questions that require an open response to gain insight
into the customer.
4. Always “double-down” your question by being ready to ask a
follow up question after the customer responds to your first
question.
5. Always link your conversation with a business driver but
never link a phone call with more than 2 business drivers.
Personal Driver Tips:
6. If you aren’t able to find out any personal drivers be
prepared to share with the customer something that occurred to
you, ie: what you did over the week-end as a way to get them
talking about what they did.
7. If the customer does not offer up personal information, don’t
push it – accept as a personal driver that they do not like
talking about personal information.
8. Open a conversation with a comment that supports one of their
personal drivers.
Driver Tips:
9. Always record your drivers; never think you’ll remember
everything.
When taking over an account or giving someone else your account,
be sure to share the drivers; however, the new person should
only use the business drivers in conversation.
10. Allow the personal drivers to develop with the new person,
this ensures integrity and confidence with the customer.
Prospecting for clients requires the relentless use of savvy
selling skills, be sure to check out the other articles for
additional ideas and numerous other sales training tip and
techniques to help you improve sales development.
Mark Hunter, “The
Sales Hunter”, is a motivational sales speaker and industry
expert who addresses thousands each year on how to increase
their sales profitability.
For more information on his sales training or to receive
a free weekly sales tip via email, contact “The Sales Hunter” at
www.TheSalesHunter.com.
Reprinting of this
article is welcomed as long as the following is included:
Mark Hunter, "The Sales Hunter",
www.TheSalesHunter.com,
© 2008
Sales Development Training / Sales Development Seminars / Sales
Training
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