I have run my small business for over 25 years now, but most of our work has been through referrals and word of mouth. The time has come to do more outgoing sales and thus I've been reading and listening to things to help me become a salesman, or in this case a rainmaker.
I've listened twice now, the second time bookmarking sections as I listened, then going back a third time and listening to the bookmarked sections and taking notes.
Some highlights of the book:
The Pre call planning list. This really helped me to go into a call prepared, prepared to get my points of differences across, to express meaningful benefits, to anticipate concerns and objections. An objection can be turned to an objective. If the prospect says our prices are too high I could say "So our objective is to get you the product you want with a pricing arrangement that works for you, correct?"
The point system. Getting leads, appointments, meetings or commitments.
Understanding that when I have an arranged call or meeting with someone that the work is far along already. They wouldn't be talking to me if they weren't interested in our services. They want something, they need something, they have a problem. My job is to find out what that is. To "onionize" peel back the layers of the onion with questions to find out what is important to them.
Well read, well thought out ideas. I highly recommend this book.
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