Dear Archive Visitor, Last weekend our family accompanied my 77 year old father-in-law on a hiking trip down to the bottom of the Grand Canyon. We haven't seen rain here in Phoenix for months, but of course, it was pouring down rain when we got up on Friday to begin our long hike down. I'm convinced the surest way to end a drought (even better than washing your car) is pack up your hiking and camping gear. Works like a charmer. In this weeks article I'll show how certain ways of introducing yourself to your prospects can cause a drought in your business and what you need to do to be a rainmaker!

Seek First to Understand By Tammy Stanley The other day I was sitting in the bank waiting for a problem to be resolved when something wonderful happened. The gentleman in the cubicle next to the one I was waiting in started making cold calls. Here's what I heard him say, "Hello, Mr. Prospect. This is Mr. Banks (I changed the names to protect the guilty) with ZZ Bank. I have an opening this Thursday and I'd like to come over and introduce myself to you and tell you a little about ZZ Bank." The next thing I heard was him putting down the receiver and muttering, "Jerk" under his breath. Obviously Mr. Prospect hung up on him. I doubt "Mr. Banks" felt excited to continue making sales calls after the rejection he experienced. Even though I'm a salesperson, I didn't feel sorry for him in the least. He never presented even one benefit for his prospect to meet with him. Imagine a new neighbor moving in and calling you to say, "I've looked at my calendar and I have time tomorrow to come over and meet you and tell you all about me and my family history." Wouldn't you want to hang up on him? Prospects are busy, and they definitely don't want to make time in their schedule to meet salespeople just so they can hear all about the salespeople's companies. Prospects need and want solutions to their problems. Until you know what problem your prospect has that you can ease or solve, there's no point in calling and taking his time. I wonder how things would have gone for Mr Banks if he called Mr. Prospect will a more valuable proposition. "Hello Mr. Prospect. This is Mr. Banks with ZZ Bank. The reason I'm calling is because I've identified 5 common financial mistakes that cause poor cash flow in small businesses, and I thought you might like to learn about them. Would you like to get together for 10 or 15 minutes so you can learn how to avoid making these mistakes?" Let's say that Mr. Prospect doesn't have any cash flow problems in his small business. He may decline the offer, but he'll more likely talk to Mr. Banks and tell him his business is doing fine, as opposed to hanging up on him. There's also a good chance that he'll detect something different about this banker, and again, even if his small business isn't having any cash flow problems, he might meet with Mr. Banks just because he's intrigued to find a banker who actually seems to understand what small business owners deal with. Of course Mr. Prospect will be eager to talk with Mr. Banks if he indeed is having cash flow problems. The probable outcome is completely different when salespeople approach their prospects from the prospect's point of view. Prospects don't want to understand what you and your company do. Prospects want to you and your company to show that you understand them! WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

This week I started reading Top Dog Sales Secrets. Each chapter is just a few pages on a particular subject from one of fifty sales experts. You'll gain all kinds of wonderful tips for sales calls and sales strategies. I highly recommend getting your copy today!

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists sales professionals to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com