purchase?

C. What is the general rule for payback on

investment set forth by the CFO of the prospects company.

D. Have you discussed what happen after the

purchase is made.

E. Have you answered or reviewed the 14

question in concentrative-listening?

Action to be taken

1. When you can present your solution to the head not to the tail.(we all know what comes from a human tail end)

2. Look for the real-problems to be solved not a symptom of the real- problem.

(you don’t place a Band-aid on a gun shot wound)

3. Close often.

4. Take others alone to

Sales professionals waste time with prospects who are not going to buy. If you have worked in the field of sales and sales marketing you have a story about the prospect who got away after you had forecasted the deal would close. Not only had you forecasted the closing for this month but, you purchased that new 50” flat screen TV based on the commission you would receive. How could I misread this prospect? He told me I had the deal. Why did he sign with my competition? These are the questions you ask yourself on the first day of a new month after you the missed your forecast.. The other question is how do I explain this to the bosses, the ones at work and the one at home? To prevent this from occurring again read the prospect’s signs and signals; stop listening to the words coming out of his or her mouth. You have been reading signs all your life. When you were a child your parents gave you signs. You knew whento ask for something and when not to ask by reading the signs and signals. When you drove your car to the office you read the signs in order to get to your destination safely.We live in a world of signs and signals. Your prospect is no different; your prospect also gives signs and signals each time you speak with him or her. You just have to learn the language. You must read the signs to determine the outcome of your work. The signs are clearly posted and easy to read. Your prospect will use signs to denote his or her actions.

THE SIGNS OF A BUYER

Features 1st. Is the prospect involved in the sales/buying

process?

A. Did the prospect ask for a demonstration of your

product or service? Or did you suggest it to them.

B. Will the prospect pay for a demo of the

product or service?

C. Had the prospect given you direction on how

to sell him/her?

D. Had the prospect gotten other members of their

/her team involved with you in work with your

solution?

E. Had he/she ask for references or site tours of

others using your product or services?

F. Has the prospect called you with direct

questions or did you call him/her to give

information?

G. Can the person that said yes to your agreement sign

your agreement. 2nd- Have you solved the real-problem the company is

facing?

A. What is the impact on the prospects bottom-

line if he/she purchases your products or services?

B. What is the return on the investment of this

purchase?

C. What is the general rule for payback on

investment set forth by the CFO of the prospects company.

D. Have you discussed what happen after the

purchase is made.

E. Have you answered or reviewed the 14

question in concentrative-listening?

Action to be taken

1. When you can present your solution to the head not to the tail.(we all know what comes from a human tail end)

2. Look for the real-problems to be solved not a symptom of the real- problem.

(you don’t place a Band-aid on a gun shot wound)

3. Close often.

4. Take others alone to

his to the bosses, the ones at work and the one at home? To prevent this from occurring again read the prospect’s signs and signals; stop listening to the words coming out of his or her mouth. You have been reading signs all your life. When you were a child your parents gave you signs. You knew whento ask for something and when not to ask by reading the signs and signals. When you drove your car to the office you read the signs in order to get to your destination safely.We live in a world of signs and signals. Your prospect is no different; your prospect also gives signs and signals each time you speak with him or her. You just have to learn the language. You must read the signs to determine the outcome of your work. The signs are clearly posted and easy to read. Your prospect will use signs to denote his or her actions.

THE SIGNS OF A BUYER

Features 1st. Is the prospect involved in the sales/buying

process?

A. Did the prospect ask for a demonstration of your

product or service? Or did you suggest it to them.

B. Will the prospect pay for a demo of the

product or service?

C. Had the prospect given you direction on how

to sell him/her?

D. Had the prospect gotten other members of their

/her team involved with you in work with your

solution?

E. Had he/she ask for references or site tours of

others using your product or services?

F. Has the prospect called you with direct

questions or did you call him/her to give

information?

G. Can the person that said yes to your agreement sign

your agreement. 2nd- Have you solved the real-problem the company is

facing?

A. What is the impact on the prospects bottom-

line if he/she purchases your products or services?

B. What is the return on the investment of this

purchase?

C. What is the general rule for payback on

investment set forth by the CFO of the prospects company.

D. Have you discussed what happen after the

purchase is made.

E. Have you answered or reviewed the 14

question in concentrative-listening?

Action to be taken

1. When you can present your solution to the head not to the tail.(we all know what comes from a human tail end)

2. Look for the real-problems to be solved not a symptom of the real- problem.

(you don’t place a Band-aid on a gun shot wound)

3. Close often.

4. Take others alone to

her. You just have to learn the language. You must read the signs to determine the outcome of your work. The signs are clearly posted and easy to read. Your prospect will use signs to denote his or her actions.

THE SIGNS OF A BUYER

Features 1st. Is the prospect involved in the sales/buying

process?

A. Did the prospect ask for a demonstration of your

product or service? Or did you suggest it to them.

B. Will the prospect pay for a demo of the

product or service?

C. Had the prospect given you direction on how

to sell him/her?

D. Had the prospect gotten other members of their

/her team involved with you in work with your

solution?

E. Had he/she ask for references or site tours of

others using your product or services?

F. Has the prospect called you with direct

questions or did you call him/her to give

information?

G. Can the person that said yes to your agreement sign

your agreement. 2nd- Have you solved the real-problem the company is

facing?

A. What is the impact on the prospects bottom-

line if he/she purchases your products or services?

B. What is the return on the investment of this

purchase?

C. What is the general rule for payback on

investment set forth by the CFO of the prospects company.

D. Have you discussed what happen after the

purchase is made.

E. Have you answered or reviewed the 14

question in concentrative-listening?

Action to be taken

1. When you can present your solution to the head not to the tail.(we all know what comes from a human tail end)

2. Look for the real-problems to be solved not a symptom of the real- problem.

(you don’t place a Band-aid on a gun shot wound)

3. Close often.

4. Take others alone to

members of their

/her team involved with you in work with your

solution?

E. Had he/she ask for references or site tours of

others using your product or services?

F. Has the prospect called you with direct

questions or did you call him/her to give

information?

G. Can the person that said yes to your agreement sign

your agreement. 2nd- Have you solved the real-problem the company is

facing?

A. What is the impact on the prospects bottom-

line if he/she purchases your products or services?

B. What is the return on the investment of this

purchase?

C. What is the general rule for payback on

investment set forth by the CFO of the prospects company.

D. Have you discussed what happen after the

purchase is made.

E. Have you answered or reviewed the 14

question in concentrative-listening?

Action to be taken

1. When you can present your solution to the head not to the tail.(we all know what comes from a human tail end)

2. Look for the real-problems to be solved not a symptom of the real- problem.

(you don’t place a Band-aid on a gun shot wound)

3. Close often.

4. Take others alone to

purchase?

C. What is the general rule for payback on

investment set forth by the CFO of the prospects company.

D. Have you discussed what happen after the

purchase is made.

E. Have you answered or reviewed the 14

question in concentrative-listening?

Action to be taken

1. When you can present your solution to the head not to the tail.(we all know what comes from a human tail end)

2. Look for the real-problems to be solved not a symptom of the real- problem.

(you don’t place a Band-aid on a gun shot wound)

3. Close often.

4. Take others alone to give you a reading on this prospect.

( before you married them you took them home to

mother)

5. Ask other sales professional that have sold or lost deals

to this prospect about their encounter.

(today's environment requires a back-ground check)

6. Do you understand how your solution will effect the prospect business both domestically and internationally.

(All medicines require instructions and will outline the

effect on the total body) 7. Do your homework before you meet the prospect, during the process and just before the final close.

(See booklet on Concentrative-listening)

8. If you want to know something read the sign you can’t go wrong .