Hot Prospect Letter
This Hot Prospect Letter is so on point when I speak to salespeople that truly don’t get it!
I wish I could take the credit for putting together this letter. I did not. I found it online and if the author comes forward I will be happy to give them the credit! Likely it is a disgruntled decision maker who has had too many of these types of interactions.
OK I have harped many, many times on the using of a sales process, a consultative sales process. Look, i am not the only one who has one (though I kinda like mine) There are several great ones out there!
So let’s talk about what a Hot Prospect is? We often believe a hot prospect is anyone who you believe may have an interest in your product or service. Some believe it is someone who called in or even that they said they are interested.
Having a True Consultative Sales Process
What is a professional Salesperson? Someone that the responsibility of selling is their job almost entirely. You also are deriving most, if not all, of your earnings from commission sales.
In this ebook, I will cover the Schulz Business SELLutions Process entitled “To Sell Is NOT to Sell,” providing the specialized knowledge and experience for a working business conversation. No one likes a hard sell.
Schulz Business has analyzed how conversations work to allow both you and your client to enjoy the best business relationship and results. This approach reviews common challenges and provides knowledge and experience to meet them, utilizing a systematic process to the business conversation. The Process includes topics like how to build your referral business, turn introductions into appointments, consistently get to the “real issue,” and have a clear next step with your prospects EVERY TIME!
It is important to learn how to manage your client conversations to benefit you both and have your one-time clients become repeat clients.
The intention of this book was to give you some tips and ideas on how to sell more professionally and more consultative while keeping your pride in tact.
If you would like more of an instructional program. One that gives you, I have developed the Sales Success Kit. It is a step by step instruction manual that works through the process of selling step by step but the instructions are all given through stories. In addition to the actual playbook you will receive in the mail, there is a members-only web-site that has instructions, blogs, message boards, podcasts, newsletters and conference calls so you can really get the results you want.