marketing & sales: Pressure Cooker
You could present a new product, a new product line or a new application for an existing product of which he or she may not be aware.
You could present a service that your company offers in which he or she may be interested.
And finally, you could present a proposal to buy something from you. The important thing here is that you prepare to present something to every customer and every prospect on every sales call. And not just anything, but rather something that this particular customer may find of value to him.
Don't forget rule number two: Ask something, on every sales call, with every customer and every prospect. Ask a question that causes the prospective customer to:
• Think about his or her job or his or her business in some different way.
• Consider something he or she has probably not thought of before.
• Clarify some values, goals, objectives or strategies.
If you take the time to individually prepare something to present, and something to ask for each sales call, you will, more times than not, be perceived as bringing some value to the customer. And that reputation will be one of your greatest strengths in the marketplace.
By Dave Kahle
Copyright (2010). Dave Kahle has written seven books, and presented in 47 states and seven countries. Sign up for his weekly Ezine at www.davekahle.com/mailinglist.html, or visit his blog at www.davekahle.com/salesblog/. For more information, or to contact the author, contact: The DaCo Corporation, 835 West River Center Drive, PO Box 523, Comstock Park, MI 49321 or e-mail email@example.com, visit www.davekahle.com, call (800) 331-1287 or (616) 451-9377 or fax (616) 451-9412.