Sales Prospecting

From Tom Hopkins book "Selling for Dummies"

- If you want others to agree with you, you first must be agreeable.

- Always act as though each person you contact is the most important person in your life.

- the more you know about a potential client, the more competent you will appear and the stronger you will be when you present your case.

- the more you know about their backgrounds, the better. You'll warm up people faster when you talk about their hobbies, jobs, and kids, then if you didnt.

- establish a very detailed information sheet on your clients interests and needs so you can lead them to purchasing more products and services from you and from others with whom you may share referred leads (with their permission).

- the most important thing to remember when you're selling is the benefit of being able to walk in someone else's shoes.