Want to stop chasing prospects?
Are you finding that it's getting harder and harder to get an appointment with people who just a few years ago would've been eager to see you? And once you manage to get face-to-face, it turns into a series of appointments, you end up "chasing" them and they still can't get off-of-the-dime to make a decision--ANY DECISION? If this sounds like your situation today, and you've come to believe that it's "the economy" or "the market is down", maybe you're looking at the the wrong end of the problem. Could it be that the ways that worked for you in the past, maybe for your whole career, look and sound too much like 99% of the sales people out there, and that your prospects know what you are going to say before you say it?
If you've reached the point where you are determined to do something about it, a good place to start would be to stop doing what your competition is doing--IMMEDIATELY! Stop leading off with prospects by telling them what you like about your product (features and benefits) and start by asking questions to first find out what's important to your prospect in terms of their needs, budget and decision process. Then you can follow with presenting / quoting / bidding to prospects that have a clear "fit" with your product or service.
If you start with your prospect as the focus, more people will want to talk to you because you won't sound like everyone else, and if you make proposals that fulfill the needs you learned from the prospect, more prospects will say "I'll take it", instead of "I'll think it over" and you'll spend less time chasing them, many who were never going to buy anyway.
Want to stop chasing prospects?