link, salespeople must understand why their offer should be valued by the specific prospect, and have no less than two approaches for communicating the idea of a mutually beneficial relationship with you.
7. Nurture the Rapport
The most neglected and yet most important step in acquiring new clients is nurturing a rapport with prospects. Solid research, proper application of leveraging points, and appropriates sales techniques will enable you to gain meetings with prospective buyers. However, without a well-defined process for nurturing business opportunities, you will lose sales. I require those I manage to maintain account acquisition campaigns for all their viable prospects.
Account acquisition campaigns (AAC) are simple yet essential means for maintaining the attention of a prospect with whom you seek a business relationship or transaction. Of course, AACs are not appropriate for all sales programs.
8. Stage Your Success
Few salespeople actually sell. Most of those employed in sales today are representatives of a company’s products and/or services whose work involves going through the motions of some routine with little thought. Their sales are incidental. Comparatively, the sales of the professionals are the orchestrated results of staging: a positioning skill involving effecting events and dynamics that influence the production of sales. The ultimate purpose of a sales system is to discover, optimize, and manage the most effective and profitable process for staging successful sales.
Sell well!
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