|
By Dan Kusner
Let me describe a
“Professional Visitor” in
the sales world. A
Professional Visitor is
someone who has a great
personality and is liked by
everyone. They are friendly
and quite willing to tell
anyone and everyone about
their products and services
and their product and
service features, functions
and benefits. They will tell
you all about their company
and all the clients they
have helped. They will
gladly provide you with
product literature, set up
demos, and offer to discount
their prices at the drop of
a hat. They will do anything
the prospect asks them to
do.
Many companies and sales
managers would be very happy
to employ such a person.
Unfortunately, these people
are not great sales
professionals. They simply
visit with their prospects
and hope and pray that
somehow, someway the
prospect will be attracted
to something they said or
did or promised to do.
A successful
sales-professional targets
qualified prospects and
avoids unqualified suspects
(“tire kickers” who seldom
purchase anything). They
spend most of their time
asking prospects questions
about their situations,
their needs, their
solutions, their current
suppliers, and their
commitment to solve their
problems. They spend most of
their time “listening” and
talk only when necessary.
These people help solve
problems and, most
importantly, they sell
solutions.
Dan Kusner, President of
Optimum Business
Development, works with
serious sales professionals
who want to target qualified
prospects and close more and
better business.
|
