NINE

Prospect Like a Professional

Finding new people to buy your product or service is the most important part of the sales process. Your ability to prospect effectively—to find people who want and need your product or service, and are willing to buy and pay for it in the short term—is the key to your success.

Buying Results, Not Products

People do not buy products or services. They buy results or benefits. They buy the change or improvement that they expect to enjoy as the result of purchasing your product or service. Start the prospecting process by sitting down and making a list of all the benefits that a customer could enjoy by using your product or service in different ways.

If you have a variety of benefits, organize them by priority and ...

Get Sales Success (The Brian Tracy Success Library) now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.