Presented by Hunter Willis, SharpLink

You can’t be all things to all people

Create niche-specific materials

Become a student of their specific needs

Push how your product benefits them or solves problems they have, not the product itself

Write down what you want to accomplish before each of your next 10 (or more) sales calls

After each meeting, write down what you could have done better

Create tangible steps on what you could improve and do it the next time

What patterns are emerging?

The salesy questions aren’t always the best questions

Discover the prospects reasons for buying; don’t assume your reasons or thoughts are the same as theirs

Develop & ask questions that make the prospects think about themselves and answer in terms of YOU

Ask their opinion often – it gives great info & serves as a trial close

Do you have a USP (unique selling proposition)?

Is it tangible to the customer? “We have great people” is a cop-out. “We offer free software updates for life” is tangible (this is one of SharpLink’s USPs)

Get buy-in on the value from the customer

Do cold calls & cold emails work with you? Probably not – why do you expect them to work with someone else?

Get highly involved in your community and industry.

Write blogs, white papers and record podcasts for inbound marketing. Also write for industry blogs & trade publications

Read the book, “The Power to Get In” by Michael Boylan

Research a prospect online to find his interests & then find a creative way to reach out touching on that interest

Endless calls effectively saying, “Hey – are you ready to buy yet?” eventually fall on deaf ears

Adding a prospect to your monthly newsletter list is a good start but not very effective

Send personalized emails, written notes and more. If the prospect is a furniture manufacturer, research

& find an article or commentary on the industry

If the prospect is a huge Colorado Rockies fan, mail him a rookie card of an up-and-coming player with a note attached

If you don’t make a sale, it’s YOUR fault. You failed in getting the customer to see the value

Take responsibility for the lost sale. Learn from it & do something about it

Write down what you could do differently next time. Focus on the entire presentation – from the pre-sales research, to the rapport you built to the pitch & close

What can you learn from your successes? Write down what worked & repeat it

Send other overlooked tips to: Hunter@SharpLink.co & reference this presentation

SharpLink sells “smart” products for the home & business. Interested in hearing more? Visit www.SharpLink.co or call 719-357-7361

Interested in adding smart products to your sales channel? We want to hear from you! Call Hunter: 719-357-7361