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Success is often built by having the courage and stamina to keep climbing even when the competition is struggling to maintain the routine. Prospecting is a skill that is overwhelming for some Reilly Smith Jersey Womens , sport for others but ultimately a vital business development tool for most. Anyone who has experienced the bizarre responses that are often generated from 聯cold?prospecting calls can attest to the feelings of great victory and even greater rejection that is often associated with generating new business.

Recent prospecting calls to West Michigan businesses turned up responses such as: 聯Our employees are too busy working to participate in morale boosting activities,?and 聯We would love to increase morale and productivity but business is so slow it wouldn聮t make a difference.? With these responses in mind, a refresher course in prospecting techniques and a few words of encouragement may be beneficial.

Close more sales by honing your ability to ask questions and listen in silence. The three questions presented below are easy to implement, simple to remember and guaranteed to boost prospecting success. Always ask as many questions as it takes until you fully understand. If you are afraid to ask questions Deryk Engelland Jersey Womens , then you may be limiting your success!

The fastest way to learn something new is to ask questions. In my opinion, the fastest way to discredit what you are about to say is to preface your question with an apology for having to ask. Why? Because each time you ask a question it gives the person responding an opportunity to clarify his or her perspective. And what you have to say is just as important as the comments of anyone else in the room, so relinquish your need to apologize for asking questions.

Whenever you ask a question, it is essential to practice silence so the person has a chance to respond. Many people are afraid to have a silent moment in conversation so they rush to fill the quiet space. Become comfortable with silence and it will give you an advantage in at least two ways. One Mark Stone Jersey Womens , allowing a moment of silence after you ask a question sends a subtle, nonverbal clue that you are expecting an answer. Two, pausing after someone asks you a direct question allows a moment to gather your thoughts so you will be less likely to fill the air with non-words such as 聯uh?or 聯um.?br >
3 Questions That Can Improve Your Sales Success

1) 聯WHY??b>

Spend time with a child and you will realize how vital the question 聯Why??is to learning. If you have stopped asking why, chances are that you are not stretching the boundaries of what you know Marc-Andre Fleury Jersey Womens , or have become so bogged down in the minutiae of your own life that you have lost the natural curiosity necessary for growth.

2) 聯What are my options??b>

This is especially helpful when you feel that a situation is beyond your control, such as when an employee resists changes that are necessary for the growth of the company. Or, when your employer offers you a new position that would require more travel than you'd like. When in doubt, asking the other party to suggest additional options may provide you with a solution you had not considered. This is an excellent time to practice silence. The question speaks for itself.

3) 聯Is there anything else I should know??b>

Top salespeople are trained to uncover crucial facts by asking the right questions. Use this question to uncover extra information and details in any situation. Most people Alex Tuch Jersey Authentic , if asked this question at the end of a conversation, will add more details, and it is often information they would not provide during normal question and answer discovery.

Save time, effort and hours of rework by gaining clarification. Ask questions without apologizing for having to ask. Practice using silences when you ask a question and when a question is directed to you. When in doubt Nate Schmidt Jersey Authentic , don聮t guess; just ask!

Challenge yourself to increase your prospecting success by incorporating silence and the three questions presented here into your daily routine. The suggestions are easy to implement, the prospecting calls will most likely be entertaining and the information you uncover can lead to a plethora of new opportunities.

*Copyright 2004 JoAnna Carey, Carey'D Away Enterprises, LLC. Adapted from the book Rat Race Relaxer: Your Potential & The Maze of Life. All rights reserved.

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JoAnna Carey Jonathan Marchessault Jersey Authentic , AKA The Rat Race Relaxer, is an energetic entrepreneur who delivers influential, customized presentations that fit the fluctuating needs of businesses and associations. Her background includes marketing, public relations and sales experience William Karlsson Jersey Authentic , spanning the non-profit, healthcare, banking and financial services industries. JoAnna is the author of a motivational book titled 聯Rat Race Relaxer(TM): Your Potentia
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