SucessMotivator for the week of Monday, March 20, 2006

"One of the vital parts of the sales process is understanding your prospect or customer." -- Jim Cathcart

Too often when prospecting and recruiting we get ourselves caught in a flurry of what we want and we fail to even get close to understanding what our prospect wants. We focus on ourselves, our company, and the products and services we offer. We get trapped in a show 'n tell mode.

What is really important to the prospect? Certainly it is NOT what you want, rather it is what the prospect wants! Therefore, we must begin by understanding what our prospect wants. This takes fully understanding our prospect and their situation.

Regardless of whether you are recruiting or selling your products and services, understanding your prospect and their situation will help you close more prospects on doing business with you. Rather than a show and tell push of your products and service, you will position yourself to make certain what you offer is the right fit for your prospect and their needs.

When you focus on understanding what your prospect wants, naturally, you get more people making a decision to do business with you. More decisions of yes in doing business with you means greater growth and profits for your business.
So how do you better understand your prospects? To better understand your prospect, you must begin by doing what most others are not doing. You must first begin by listening to your prospect. Not just hear your prospect but fully listen and understand your prospect and their situation.

To effectively listen, you will NEED to master your listening skills. Learn to master your listening skills by tapping into the Leaders Club members area. You will find some great articles and audio training on how to effectively master the skills of listening.

Your ability to listen will then help you to better qualify your prospects, determine how the prospect makes their decisions, and even how to effectively ask questions that elicit new information to help you help your prospect make the right decision for them.

As your prospect, recruit, sell your products, and even lead your team, make listening your focus. Remember, one of the vital parts of the sales process is understanding your prospect or customer. Listening will help you stay focused so you get the results you want.

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