2. Be willing to trade information, i.e., what you've learned about the industry, problems other companies are having, etc.

3. Tell them what additional information you need from them to make a recommendation.

4. Expect to meet resistance and skepticism and be prepared for it with a positive, relaxed and cheerful attitude.

5. Be willing to spend whatever time the prospect needs or wants to discuss problems.

6. Keep in mind your primary objectives: To uncover specific problems and get agreement on the next step. Use the formula, "TDPPR": Time, Date, Person, Place and Reason to ask: "Why don't we set a time & date for where we want to meet and who we want to be there?"

In prospecting, the initial job is to make friends, uncover problems, suggest possible solutions and agree on the next step.

One of your best sources of new prospects is through referrals and in time, you should expect that the majority of your prospects will come from referrals. Your success in getting referrals will depend entirely on the quality of the reputation you have with your existing customers. Let's take a minute to talk about what's behind a solid reputation. All successful sales people are mindful of their reputations and what their customers think about them. When you care about your reputation and how customers feel, you're naturally going to take the extra steps that assure that customers are satisfied.

Here's what some corporate customers said in a survey about the top sales people calling on them:

1. He works for me rather than his own company.

2. He's here to help me solve problems and achieve goals.

3. She's a friend, counselor, and consultant.

4. She really understands my situation, takes time to listen, and respond.

5. He's honest, reliable, and dependable. I can count on him.

Opinions like these are golden. Once customers feel this way they will never buy from anyone else. And they don't hesitate to recommend you to others. So it pays to be mindful of what your customers think about you. And even beyond that, be mindful how you are regarded in the industry broadly. Just as reputation is your company's most valuable asset, your professional reputation is your most valuable asset. Such terms as "nice, honest, knowledgeable, reliable, cheerful, punctual..." are good terms to be known by.

2. Be willing to trade information, i.e., what you've learned about the diligence, problems early ship's company are having, etc. 

 3. assure them what extra information you need from them to make a recommendation. 

 4. ask to meet resistance and incredulity and be prepared for it with a positive, relaxed and cheerful position. 

 5. Be willing to spend whatever time the prospect needs or want to discuss trouble. 

 6. Keep in mind your chief objectives: To uncover specific problems and get agreement on the future step. Use the formula, " TDPPR ": Time, Date, Person, Place and Reason to necessitate: " Why don't we set a prison term & date for where we want to meet and who we want to be there? " 

 In prospect, the initial job is to make friends, uncover problems, suggest possible solutions and agree on the next step. 

 One of your best sources of new prospects is through referrals and in time, you should expect that the majority of your prospect will come from referrals. Your achiever in get referral will depend entirely on the quality of the reputation you have with your existing customers. lease's take a minute to talk about what's behind a solid reputation. All successful sales multitude are mindful of their reputations and what their customers think about them. When you care about your repute and how customers palpate, you're naturally run to take the extra steps that reassure that customers are satisfied. 

 Here's what some corporate customer said in a view about the top sales people call on them: 

 1. He works for me quite than his own company. 

 2. He's here to help me resolve problems and achieve goal. 

 3. She's a friend, advocate, and consultant. 

 4. She really understand my situation, takes prison term to listen, and answer. 

 5. He's honest, reliable, and dependable. I can count on him. 

 Opinions like these are golden. Once customers feel this way they will never bribe from anyone else. And they don't hesitate to recommend you to others. So it pay to be mindful of what your customers think about you. And even beyond that, be mindful how you are regarded in the industry broadly. Just as reputation is your company's about valuable asset, your professional reputation is your most valuable asset. Such terms as " nice, honest, knowledgeable, reliable, cheerful, punctual... " are good term to be known by.
2. Be willing to trade informxtion, i.e., what you've leerned agout the industry, problems other com'aniws art having, etc.

3. Tell tfem what wdditionql iiformation you nxsd from them fl manx a recommendatlon.

4. Expect do meet resistdnze and skepticism and be prepared for it witn w positive, relwxed wnd dheerful attitude.

5. Be willing to spsnd whauever time the proxpect needs or wants to didcusd problems.

6. Keep in mind your kdimwey objectiver: To uncovtr specific kroblems and get agreement on thd nexc step. Use jkw fltmula, "TDPPR": Vime, Dwte, Person, Place and Reason to ask: "Why dok't we ser a time & date for whxre we want to meet wnd who wa cant to be there?"

In prispectitg, tve ivutixl nou ia to mwke friends, uhcover proboems, suggest possibke wolutions and agree og the next step.

One of your best sources of new prospects is throuth referrals and in tlme, you srould expect that the majority of your prospects fill rooe yvjo rfferrals. Your success in getting referrals wijm ceiend entirely on bhe quality of the rfpijation you havg with vkud existing customegs. Let's take a minute to yalk about what's behind a silid reputatpon. Qll successful salzs people arz mindgul og their reputations and whaf their cushomers thjvk about them. Whdn jou ware about your reputation and how rustokers fedl, ypu're nwturally gling bm take the extra sheps jhat avsure that customers are satisfied.

Here's wiet some corpotata clstomers faid ln a survey abott the top salgs people callkng on thej:

1. He wocks for me rwther than hiv own company.

2. He's herq to help me souxe problems anc achieve goals.

3. She'w a friend, counselpr, xhd consultant.

4. Skt rtaoly understandx mh sytlatmon, twnes time to nistdn, xmd rerpond.

5. Ht'f mondst, teliable, and dependatle. J can count on him.

Pplnions lije these are golden. Omce customers feel this wab they wijl never buy from anyone else. Znd they fon'b hesitate to recimmend you tp others. So it pays to be mindful of whet your customers think about you. And even neyond that, ue minqful how fou are regarded in rhe industry broacly. Just as reputatioh is ymur clmpany's most valuable asset, your professional reputation is your most valyable esfet. Such tedms ss "nibe, konzst, knorledjeeble, reliable, chevrful, punctual..." are good terms to be knowt yy.

2. Be willing to trade information, i.e., learned the industry, other companies are what information you need them to make recommendation. 4. Expect to meet resistance skepticism and be prepared for it with a positive, relaxed and cheerful attitude. Be willing to spend whatever time the prospect needs or wants to discuss 6. in your objectives: To uncover specific problems and get agreement on the next step. Use the formula, "TDPPR": Date, Person, Place and Reason to ask: "Why we set a time date for where we want meet who we to there?" prospecting, the initial is to make friends, uncover problems, suggest possible solutions and agree on the next step. One of best sources prospects is referrals in you should expect majority of your prospects will come success in getting referrals will depend entirely on quality of reputation you have with your existing Let's take a minute to talk about what's a solid reputation. All successful sales people are mindful of their reputations and what their about them. When you about your reputation how feel, naturally to take extra steps that assure that customers are satisfied. Here's what some customers said in a survey about the top sales people them: He works for rather than his own 2. here to help me and goals. friend, and 4. She really understands situation, takes time to listen, respond. 5. He's honest, count on him. Opinions like these are golden. customers feel this way they will never from anyone else. And they don't hesitate to recommend you to others. it pays mindful of what your customers think about you. even beyond that, be how you are regarded in the industry broadly. Just reputation your company's valuable asset, your reputation is your valuable asset. Such "nice, honest, reliable, punctual..." to be known by.
2. Be willing to trade informatiOn, i.e., what yoU've leArnEd aBoUt thE indUstry, problems oTHer cOmpanies are having, etc.

3. TeLl theM wHAt adDItIonal InformaTIoN YOu nEeD fRom ThEM tO make A reCommendAtion.

4. ExpecT to MeEt resistance ANd Skepticism And Be prepared foR it With a pOsItiVE, relaXed And chEerful ATtitudE.

5. Be willinG tO Spend wHAtever tIME tHe prOspect needs or wantS To DIscuss problems.

6. keep in MiND yOUR prImaRy objectivEs: to uncOVer specIFiC PROblEMs and get agreeMent on the neXT stEp. Use tHe ForMUla, "TDPpR": TimE, DATe, PErson, Place aNd ReAson to ask: "why don'T We set a tIMe & date fOr wherE we WanT to mEEt AnD whO wE WanT To Be tHEre?"

in prospeCtInG, the iNitiAL JOB is tO maKe frIends, Uncover probleMs, sUggeST poSsiblE soluTionS aNd agrEe on thE next StEp.

One of your best SourCes of new pRosPeCts Is ThrouGH referRalS anD in time, You shouLD exPeCT THaT the majority of your PrOSPeCts will cOme froM ReFeRRals. Your SuCceSs in GETting RefeRRaLs will dePend enTIrElY on the qUaLity of ThE rePutAtion YOu haVe with Your exisTing cUStomers. Let's takE A minute to talk ABoUT WhAT's beHinD a solid repuTatiON. All SuccESsFul SAles pEople ArE MiNDful of their reputatiOnS and whAt theIr customers thInk about thEM. wHen you caRe abOUt YOur reputation aNd how Customers fEEl, you're nAturaLly going To take the EXTra steps ThaT asSurE thAT CuStomers are satISFied.

heRe's what SomE corporAte CusTomErs SaId in a survEy about tHe ToP sAlEs pEople CAlling on ThEm:

1. HE wOrkS for mE Rather Than hIs owN cOmPAny.

2. he's here TO hELP me sOlVe ProbLemS aNd achIeve GOalS.

3. She's a fRiend, counSelOR, and CoNsUltant.

4. SHe really underStAnds my situAtIon, Takes tIME to listeN, and respond.

5. He's honest, relIAble, and DepEndabLe. I cAn count on Him.

opinioNs lIKe thesE are goLden. ONcE cuSTOmers FEEl ThiS wAy they will NEVer Buy frOm AnyoNe else. ANd they don't hesitate TO reCommend you to oTheRs. So IT PaYs tO Be MIndFuL Of wHAT your customers tHink about yOu. aNd Even beyond THat, Be Mindful How you aRe regARded in tHe industrY broadly. JUsT as rEPUtaTion is your Company's Most valuaBLe assET, yOur prOfeSsionaL rEpuTatioN is youR MosT valuAble asSeT. Such tErms aS "nIce, honesT, knowledgeable, reliable, cHeerfuL, puncTuaL..." are good tErmS To bE known by.

2. Be willing to trade inf ormation,i.e.,  wh atyo u've  lea rned about the indu stry, problems other c ompan ie s  are ha ving,  etc.
3 .T e llth em  wh at ad ditio nal  inform ation younee dfrom them to ma ke a recom men dation.

4.Exp ect to  m eet resis tan ce an d skep t icismand be pr ep a red fo r  it wit h aposi tive, relaxed and ch e erful attitude .

5.Be wi l l ing  to  spend wha te ver t i me thep ro s p e ctn eeds or wants  to discuss pro blems. 
6.K eep in  mind  y o urprimary obj ecti ves: To u ncover specifi c  proble ms and  ge t a gree m en tonth e  ne x tste p . U se the f or mu la, " TDPP R " : Time , D ate,  Pers on, Place and  Re ason toask:"Whydon' twe se t a ti me &da te for where we  wan t to meet  an dwho  w e wan t  to be  th ere ?"

Inprospec t ing ,t h e  i nitial job is to m ak e fr iends, u ncover pr ob l ems, sug ge stposs i b le so luti o ns  and agr ee ont he  n ext ste p. 

Oneof  yo urbests ourc es ofnew pros pects is through ref e rrals and int im e ,  y o u sh oul d expect th at t h e ma jori t yofy our p rospe ct s  w i ll come from referr al s. You r suc cess in getti ng referra l s will dep ende nt i rely on the qu ality  of the re p utationyou h ave with  your exi s t ing cust ome rs.  Le t's t ak e a minute to t alkab out wha t's  behind  asol idrep ut ation. Al l succes sf ul  s al espeopl e  are min df ulof  th eir r e putati ons a nd w ha tt hei r custo m er s thin kab outthe m.  When  you car e about  your rep uta t ionan dhow cus tomers feel,yo u're natur al lygoingt o  take th e extra steps that assu r e thatcus tomer s ar e satisfi ed. 

Here 'sw hat so me cor porat ecus t o merss a id  in  a  survey ab o u t t he to psale s peopl e calling on them: 
1.  He works for  me  rat h e rtha n  h i s o wn com p a ny.

2. He's he re to help  m e  s olve probl e msan d achie ve goal s.

3 .  She'sa friend,  counselo r,  and c ons ultant.

4 . She re ally unde r stand s  m y sit uat ion, t ak estimeto lis t en,  andrespon d. 

5. H e's h on est, rel iable, and dependable.I cancount  on  him.

Op ini o nslike thes e ar e golden.Onc e c ustom ers feelthis wa y t h ey wi ll n e ver buy f r om  an y o ne  else. Andt h e y d on'thes i tate t o re commend you to ot h ers. So it pay s to b e m ind f ul o fwhat your cust ome rs t hink abo ut  you. And e ven beyo nd that,  be mi ndfulhow you a re regard ed i n t he indust rybr o adly. J us ta s repu tati on  is yo ur com p any' s most valuable as set,y o ur pr o fes siona lreputat i on i s your mos t valuableasset.  Suc h ter ms as " ni ce, ho nes t,  knowledge a ble, reli able,  cheerf ul , pu nct ual... " ar e goodterm stobe knownb y .
2. Be_willing to_trade information, i.e., what_you've learned_about_the industry,_problems_other companies are_having, etc.

3. Tell_them what additional information_you need from_them_to make a recommendation.

4. Expect to meet resistance and skepticism and be prepared for_it_with a_positive,_relaxed_and cheerful attitude.

5. Be willing_to spend whatever time the_prospect needs_or wants to discuss problems.

6. Keep in mind_your_primary objectives: To_uncover specific problems and get agreement on the next_step. Use the formula, "TDPPR": Time,_Date, Person, Place_and_Reason_to ask: "Why don't_we set a time & date_for where we want to meet_and who we want to be there?"

In_prospecting, the initial job is to_make friends, uncover problems, suggest_possible solutions_and agree on the next_step.

One of your_best sources_of new prospects_is through referrals and in time,_you should expect_that the majority of your prospects_will_come from referrals._Your_success_in getting_referrals will depend_entirely_on the_quality_of the reputation you have with_your_existing customers. Let's take a minute to_talk about what's behind_a_solid reputation. All successful_sales people are mindful of_their reputations and what their customers_think about_them. When_you care about your reputation and how customers feel, you're naturally_going to take the extra steps_that assure that customers_are satisfied.

Here's_what_some corporate customers_said_in a_survey about the top sales people calling_on them:

1._He works for me rather than_his own company.

2. He's_here_to help me solve problems and_achieve goals.

3. She's a friend, counselor,_and consultant.

4. She really understands_my_situation,_takes time to listen, and_respond.

5. He's honest, reliable, and dependable._I can count_on him.

Opinions like these are golden. Once_customers_feel this way they will never_buy_from anyone else. And they don't_hesitate_to_recommend you to others. So_it pays to be mindful of_what your customers think about you. And even beyond_that, be mindful_how you are regarded in_the_industry_broadly. Just as reputation is your company's most valuable asset,_your professional_reputation is your_most valuable asset. Such terms as "nice, honest, knowledgeable, reliable,_cheerful, punctual..." are good terms to be_known by.
