This woman is great!! Here is the first in a series of her 3 Top Tips when dealing with today’s crazy busy prospects…
“When you’re dealing with today’s crazy-busy prospects, it’s a real coup to set up a meeting. Sometimes you’ve made eight, ten or even twenty contacts before you finally get to that point.
The last thing in the world you want to do is blow it. Yet time-and-time again, I see it happening. Defeat snatched from the jaws of victory.
How can that happen? Here are three sales-busting mistakes you must avoid to prevent serious opportunity leakage.
Mistake #1: The Curse of Knowledge
Sometimes your own smarts get in your way. I know it’s hard to believe, but I see it happen all the time. Experienced pros can be the worst at this, but the curse also strikes normal people as well as newbies.
If you give long-winded answers to simple questions, you may be making this mistake. If you assume your prospect has the same depth of understanding you do, it could be a problem. If you use lots of acronyms, technical terms or insider’s lingo, you may suffer from the curse too.
You’re hoping that your depth of knowledge will impress your prospects. They’re hoping you’ll shut up and get out of their office.
What’s the solution? Simplify, simplify, simplify. Unless you’re talking to a real guru, make what you say understandable to your own mother. Ask questions to educate your prospect. Tell stories.
Banish the curse of knowledge now!”
Further tips from Jill Konrath to follow soon…