What To Do on the Sales Calendar:
¨Know your product.
¨Know the key features and benefits.
¨Know your objections like you know your name.
¨Stay on track.
¨Listen to your prospect.
¨Know when you are wasting your time.
¨Believe in your words.
¨Enthusiasm, professionalism, sincerity.
¨Tell them how it is -- you're the expert!
¨Know when you're pushing too hard.
¨Get your prospect to talk about him or herself.
¨When you are asking for the money, be very matter-of-fact.
¨Believe you can do it ... and you will.
¨Have empathy and understanding with all of their opinions, concerns and objections.
What Not to Do on the Sales Calendar:
¨Don't let your prospect go off on tangents.
¨Don't beat around the bush - get to the point.
¨Don't let your prospect sell you.
¨Don't argue. If you disagree with a prospect, show them the error in their thinking with concrete examples.
¨Don't ever let a prospect rush you into a quick opening.
¨Don't ever use slang - like, dude, man, bro, etc.
¨Never curse on the phone.
¨Never ask for the sale - assume they are buying.
¨Don't let the buyer think you care about their money.
¨Never be desperate.
¨Don't sound like a salesperson.
¨Don't ever lower the price without making it a big deal and getting some sort of concession from the decision-maker in return.
¨Don't feel you have to impress someone with your knowledge of the Web site and the Internet. The customer may become concerned that they will not be able to utilize the product themselves because he or she won't have the time to figure it out!
¨Don't ask for the sale and (before the customer can respond) start talking or reselling! Once the customer has decided to purchase their Web site, stop the selling process. The customer will wonder why you are continuing to sell when they've made the decision to buy. They may suddenly wonder what you are trying to hide. You may even bring up a new objection that you may not be able to over come.