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3. A quality leather folder with notepad and a high-end pen
A high-quality leather folder with a legal pad and a handsome pen are the most powerful sales tools a salesperson can use during the questioning phase. When you take them out and encourage the prospect to talk, you communicate several important things:
The prospect has the floor;
The prospect has your undivided attention;
You are engaged in finding out what the prospect does or needs;
The prospect is a big shot;
You are organized;
You are trustworthy;
You are a high-end professional; and
You are credible.
4. Your client list
Give prospects a copy, even if they do not ask for it. It shares the names of others with whom you have worked and helps establish your credibility and your reputation.
5. Your calendar
The physical presence of your calendar communicates that you are a busy professional and that you are encouraging prospects to commit to a date to continue the process.
These low-tech tools will bring amazing results, and sales superstars should never forget that low-tech sales tools rule.
George Ludwig has more than 25 years of sales, sales-management and sales-training experience, including five years of presenting his sales-success seminar nationwide. A nationally known keynote speaker, sales trainer, coach and corporate consultant, Ludwig trains more than 10,000 people per year from various corporations and associations. His book Power Selling: Seven Strategies for Cracking the Sales Code is available from Dearborn Trade Publishing, whose phone number is (800) 245-2665.
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