5 Barriers to Sales Success | Sales

By MarkHall
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O.K. so you have a prospect that has seen your business opportunity and signed up to receive more information. They have listened to a couple of conference calls and are genuinely interested in joining your team. You are so excited you can barely stand it. One problemThe prospect wants to talk to you one on one to talk about the opportunity.

People avoid these interactions at all cost because they just aren't comfortable presenting themselves and their opportunity in a professional manner. If the prospect does not decide to join you don't take it personal. It's only business. You don't want to be rejected so you never try to talk to anyone until they've joined your group.

Remember when you were young and your mom told you not to touch the stove? The same concept applies here. Here are a couple of things you absolutely can not do if you want to have a successful presentation with your prospect.

* Talking way to much: This is a big no-no. If you hear yourself talking during most of the conversation chances are you aren't addressing the true needs of your prospect. The prospect will tell you what you want to hear and get off the phone with you. That's the last time you'll hear from them.

* Poor Planning: Before you talk to your prospect know exactly what you want to say. Start with the end in mind. What do you hope to accomplish on this call? Take some time to really think things out. If you wing it you'll appear unorganized and scattered.

* Failing to ask Open Ended Questions: Open ended questions force your prospect to enter into a dialogue with you. Remember the more they talk the better the interaction. An example of an open ended question may be.What are your long term financial goals?

* Providing the Solution before Addressing the Pain. Buying is an emotional decision. People purchase solutions to problems. If you rush right in and talk about all the benefits of your product or service you are making a big mistake. Allow your prospect time to talk about the frustrations they are having then present your offer as a solution.

* Poor Listening Skills: Even if you ask good questions you can sabotage your presentations by not listening fully to your prospect. If it helps you can take notes. This will help you bring up key statements they were made early in the conversation.

About the Author

Mark Hall invites you to take a look at his TokSee Widget web site. TokSee is the only communication web site that pays its free users. 23% of people who take a look at Mark Hall's web site sign up as free users.

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