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Everyone is a prospect! If you make the effort!

There is an old Cuban proverb that says â € When the sun rises, rises for all ". Nowhere is this truer than in the business of selling!

At the beginning of each week, I met with the instructors spent karate schools, and we would like to discuss three key statistics. How many people called for information? How many people came to take a trial lesson? How many you registered?

Once you have established these figures, it is fairly easy to see I was doing well and was in need of help. A study that there were twenty calls and signed only five students in need. When this was pointed out, even in the most diplomatic way, the instructor would tell me immediately that most of the callers were just flakes - no real prospects. Why? Because itâ € ™ s much easier to blame your failures in sales of their potential customers instead of yourself, and this is true if you sell cars, real estate, computers, or shoes.

On one occasion, I sat on a trainer, as it launched a youth in his teens in a course of lessons. After a brief trial lesson in which the outlook appeared to be enthusiastic and excited, went unsigned. I asked the instructor what happened, and he replied: â € œHe was a flake who has no money. "

I brought the instructor over his desk by the window, just in time to see the possibility to leave the parking lot at a new truck. He had been using top-of-the-line Nike shoes that cost $ 150. Tag a wristwatch valued at $ 750, an expensive designer suit and a full $ 70 golf shirt Reebok. Now tell me again that the young man who just left had no money! Someone paid for all that! The truth of the matter is that the instructor was not convinced that it had something to offer more value than clothing or watches or trucks. The young man had the money, or access to it. His reasoning was as compelling enough to spend it in a karate school! The instructor himself isolated against the failure to dismiss a perfectly fine prospect as a â € € œflake.â

But that is the real scale in that scenario? Let me raise a serious question. How often do you go to the yellow pages, find the number of a particular company, and called for an appointment, while having absolutely no intention of buying your product or service? Certainly do not have that kind of time to lose in my life. Iâ € ™ m not going to drive miles to study the products or services that I have absolutely no interest! Now, with an expensive product like a house or a car, itâ € ™ s possible that some people may get a little ahead of themselves in making the initial investigations, but the desire to buy is still there and coming soon anything else can happen!

For buyers flakes

Instead of leaving my people to lay off staff as scales, I was trained to treat every person as a potential client. If you treat everyone as a prospect and talk to them as if you expect them to accept their proposal, will be surprised NOT surprised by the number of flakes, which suddenly become buyers. For example, one afternoon, I sat in my karate school with his feet on my desk waiting for the world to discover, when I rang the phone. I picked it up in the third ring and answered Martial Arts of America. "How can I help?"

The caller does not respond at once then a woman said in a confused tone, â € œEr-RR, this is the pet shop? â €

Realizing that not much had happened so far that day I decided to give it a shot. â € œWell're around. This Martial Arts of America. Let me ask you something. Are you always so lucky? Â € I asked.

â € œWhat do you mean? I I have the wrong answer number.â €

â € Oeno enthusiastically insisted â € â € œYou have the correct number. You are our caller 13. Youâ € ™ ve just won our award! Â €

â € OEI did? â € exclaimed astonished â € OEI never win anything! What can I win?

â € week œà free karate lessons! â € I replied enthusiastically.

â € œKarate lessons? Youâ € ™ kidding. Really? € Â he said.

â € œYou bet. When want to start? Tonight? or Friday? â € I said.

â € œJust to € minute.â hesitation said I let my children are the classes? â €

â € Course œOf. In fact, you can bring the whole family if like.â €, I replied.

â € œWhat time on Friday? â € question now starting to sound really interested.

â € œHow at 4 pm? â € I replied.

â € œYes, that's great. Bret and John will be so excited! Thank you. Where exactly are you located? â € asked.

â € œWell I suppose you know where the pet store? We are four doors down to the left as you face the front of the building. I hope meeting you and your boys on Friday at 4, € Goodbyeâ hung with me knowing he had a new idea for rainy days.

Now, I'm trying to suggest that sales quantum leap, if you try, but in the course of a year, you can make sales to three or four people who would otherwise not have become customers. Look at it as a fun challenge to his enthusiasm and sales skills. Incidentally, the lady brought her children and after the free week of lessons signed two contracts for a year. Later she even took some lessons from it.

As Francis Bacon so aptly said: "A wise man will more opportunities than he finds. "

About the Author

Andrew Wood is the world's leading expert on golf related marketing. He is the author of over 20 books including Cunningly Clever Marketing, The Golf Marketing Bible, How to Market Your Club on the Internet and The Membership Sales Success System. Andrew speaks worldwide on sales and marketing topics and is in high demand as a copywriter and marketing consultant. He is also the CEO and Owner of multiple golf marketing companies including Legendary Marketing and Legendary Golf Management Company.