One of the biggest problems in sales is getting in front of decision makers. Access to the the purchasing agents and people who make buying decisions is key to selling success.
Veteran sales coach, Michael Angelo Caruso, shares three strategies that will get you in front of your ideas prospects:
1) Get into "the airspace."
Everyone you want to connect with has a telephone number and an email address. Get good at collecting contact information that will improve your access to key decision makers.
2) Identify "the problem."
People who use need your products and services may already have a vendor, but things can always be better. Work hard at understanding "pre-existing conditions" so that you can diagnose problems and more importantly, prescribe solutions. In short, "no problem" means "no sale."
3) Push back against price.
Never talk about price first. When you talk price last, you get to talk about everything else (features, benefits, special skills, exceptional warranty, etc.) first. Prospects will understand your price when they appreciate your value.
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Michael Angelo Caruso teaches presentation skills that will help you command the room, get noticed and advance your career.
Everything is a presentation. Every meeting, phone call, webinar, email, interview and customer service interaction is a form of presentation.
Use Michael to pump up your next conference or industry event. He’s one of the top keynote speakers in America. Choose from his menu of popular keynote topics.
Most sales teams perform far beneath their potential. It takes a qualified and objective sales consultant to help salespeople understand what they should be doing–and what they need to stop doing.
Set up a free consult with Michael to learn the best way to move forward.
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