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Making the Most of Every Contact

By Bigg Success Staff
05-22-08

Bigg Success in Sales

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There’s a small portion of the tire on a race car that actually makes contact with the race track. It’s called the contact patch. Racing crews do everything they can to get a good contact patch because it’s one of the more important factors in winning the race.

As a sales person, you also have a contact patch. You spend a small portion of all your time in front of your prospects. What happens in those moments is essential to making the sale.

However, what happens in those moments is dependent on what you do before you get to them. Preparation is what makes the difference. You need to be sure you’re ready when the opportunity presents itself.

You’ll succeed when product knowledge, prospect knowledge, and people skills meet.

Product knowledge
You need to fully understand the features and, more importantly, the benefits of your product. But don’t stop there. You also need to fully understand the features and benefits of your competitors’ products.

And when we say “competitors”, we mean every alternate way your prospect might meet their need. It goes beyond people who do exactly what you do. You also need to understand what substitutions your prospect could make for your product.

Prospect knowledge

What problem do you solve for your prospect? Find a problem your prospect wants to solve and show them how to solve it. In order to do that, you’ll need to do some research on your prospect.

Problem-solving is a case-by-case thing. One prospect may be experiencing difficulties that another one isn’t. If you take the time to find the unique needs of a unique prospect, and then offer them a unique solution, you’ll make the most of every contact.

People skills

You also need to develop the people skills necessary to communicate your message and understand what the prospect is saying. And not saying. Learning how to read non-verbal cues is an essential art of being a great sales person.

So listen as much as you talk. Question your prospect to make sure you fully understand their responses. Watch them to see what they’re not saying with words. Then use your product knowledge, your prospect knowledge, and your people skills to make the sale!  

Hear today's lesson and laugh on The Bigg Success Show. 

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25 Skills That Lead to Bigg Success

By Bigg Success Staff
05-13-08

Life Skills

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In this article, we summarize five articles that discuss crucial skills for success. You’ll find the five key points from each article here along with the link so you can get any additional information you may want.

5 Things to Understand About Your Brain

#1 – Your brain is unique.

#2 – Your brain thrives on challenge and flow.

#3 – Your brain is a physical organ.

#4 – Your brain deals in emotions as well as thoughts.

#5 – You have multiple intelligences.

Ronald Gross is an expert in this area and and expands on these ideas in his book Peak Learning: How to Create Your Own Lifelong Education Program for Personal Enlightenment and Professional Success.

… and speaking of your brain …


5 Tips to Get Your Brain Thinking More Creatively

#1 – The George Costanza Method

#2 – Change your commute

#3 – Call things by the wrong name

#4 – Write with your other hand

#5 – Listen to a radio talk show that really ticks you off

David Wahl, of the Creative Creativity blog, wrote this great post. Get all his details about how to trick your brain into taking a fresh look at the world.

 

5 Suggestions to Get Things Done

#1 – Separate projects from tasks.

#2 – Learn the power of the verb.

#3 – Use technology to manage tasks and projects, but don’t get distracted by it.

#4 – Get your information at regularly scheduled times; don’t let it interrupt you.

#5 – Don’t seek out distractions to give your brain a “break”.

These suggestions come from Tiffany Monhollon over at the Red Suit blog. Read everything she had to say about moving beyond multi-tasking to actually get stuff done.


5 Ways to Keep Distracting People from Distracting You

#1 – Don’t have a place for them to sit.

#2 – Stand and come out from behind your desk.

#3 – Meet them at the door.

#4 – Provide an uncomfortable chair.

#5 – Take notes.

Mark Shead, of the Productivity 501 blog, offered these great suggestions. Get all the details about keeping distracting people from distracting you.


5 Ways to Make Yourself More Likeable

#1 – Be positive.

#2 – Control your insecurities.

#3 – Provide value.

#4 – Don’t be judgmental.

#5 – Become a person of conviction.

Justin Hartfield wrote this excellent article with five tips to increase your likeability.

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