Resources from Gary O'Sullivan
Your Personal Sales Trainer
Friday, April 9, 2010
Get your prospects involved
You can get your prospects involved!
Selling is not a solo event. If you do not get your prospect involved in the presentation, you are not selling . . . you are telling.
What does it mean to involve the prospects?
Involve the prospect early
Early in your presentation, get your prospects involved. The more they become a part of the process, the more they will understand the products or service you are explaining.
Your presentation should include questions that give you insight and get the prospect talking to you.
Make your presentation relevant
By getting your prospect involved and asking appropriate questions, you make your presentation relevant to the prospect’s particular situation.
Remember what Woodrow Wilson and Tony Robbins said about involving your prospects:
We should not only master questions, but also act upon them, and act definitely.
Successful people ask better questions, and as a result, they get better results.
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.