Amazines Free Article Archive
www.amazines.com - Monday, November 18, 2019
Read about the most recent changes and happenings at Amazines.com
Log into your account or register as a new author. Start submitting your articles right now!
Search our database for articles.
Subscribe to receive articles emailed straight to your email account. You may choose multiple categories.
View our newest articles submitted by our authors.
View our most top rated articles rated by our visitors.
* Please note that this is NOT the ARTICLE manager
Add a new EZINE, or manage your EZINE submission.
Add fresh, free web content to your site such as newest articles, web tools, and quotes with a single piece of code!
Home What's New? Submit/Manage Articles Latest Posts Top Rated Article Search
Google
Subscriptions Manage Ezines
CATEGORIES
 Article Archive
 Advertising (133320)
 Advice (160949)
 Affiliate Programs (34735)
 Art and Culture (73688)
 Automotive (145679)
 Blogs (75053)
 Boating (9840)
 Books (17212)
 Buddhism (4124)
 Business (1328538)
 Business News (426309)
 Business Opportunities (366263)
 Camping (10962)
 Career (72734)
 Christianity (15843)
 Collecting (11637)
 Communication (115054)
 Computers (241954)
 Construction (38996)
 Consumer (49680)
 Cooking (17061)
 Copywriting (6567)
 Crafts (18204)
 Cuisine (7538)
 Current Affairs (20387)
 Dating (45776)
 EBooks (19687)
 E-Commerce (48204)
 Education (185253)
 Electronics (83497)
 Email (6392)
 Entertainment (159830)
 Environment (28937)
 Ezine (3039)
 Ezine Publishing (5446)
 Ezine Sites (1550)
 Family & Parenting (110900)
 Fashion & Cosmetics (196389)
 Female Entrepreneurs (11842)
 Feng Shui (130)
 Finance & Investment (310272)
 Fitness (106103)
 Food & Beverages (62867)
 Free Web Resources (7938)
 Gambling (30225)
 Gardening (25106)
 Government (10513)
 Health (629515)
 Hinduism (2205)
 Hobbies (44040)
 Home Business (91556)
 Home Improvement (251349)
 Home Repair (46127)
 Humor (4823)
 Import - Export (5453)
 Insurance (45130)
 Interior Design (29546)
 International Property (3485)
 Internet (190983)
 Internet Marketing (146334)
 Investment (22824)
 Islam (1167)
 Judaism (1356)
 Law (80486)
 Link Popularity (4591)
 Manufacturing (20842)
 Marketing (98770)
 MLM (14136)
 Motivation (18213)
 Music (27003)
 New to the Internet (9479)
 Non-Profit Organizations (4048)
 Online Shopping (129616)
 Organizing (7803)
 Party Ideas (11855)
 Pets (38080)
 Poetry (2234)
 Press Release (12674)
 Public Speaking (5618)
 Publishing (7523)
 Quotes (2407)
 Real Estate (126620)
 Recreation & Leisure (95272)
 Relationships (87552)
 Research (16158)
 Sales (80321)
 Science & Technology (110220)
 Search Engines (23453)
 Self Improvement (153101)
 Seniors (6232)
 Sexuality (35942)
 Small Business (49284)
 Software (82995)
 Spiritual (23465)
 Sports (116079)
 Tax (7658)
 Telecommuting (34066)
 Travel & Tourism (307385)
 UK Property Investment (3121)
 Video Games (13428)
 Web Traffic (11727)
 Website Design (56822)
 Website Promotion (36567)
 World News (1000+)
 Writing (35769)
Author Spotlight
MAXWELL JIANG

My mission is to help one million people recover from their exes, to provide valuable information so...more
RAJESH THAPALIYA

I am in Nepalest tourism industery working since 2000 as a trekking porter to the senior tour leader...more
ANISH SAH

My Name is Anish Sah, I am an Internet Marketing and SEO Expert, Social Media Guru and young Entrepr...more
DELORES KEEPER

Delores Keeper has been playing chess for over 50 years. Some tournaments, some teams (when she was ...more
RAHUL JOHN

The venture glorifies your life with the essence of sumptuous features that carries you in the world...more


Professionals Put Themselves in their Prospects Shoes by Peter Collins





Professionals Put Themselves in their Prospects Shoes by
Article Posted: 12/08/2015
Article Views: 415
Articles Written: 97
Word Count: 813
Article Votes: 59
AddThis Social Bookmark Button

Professionals Put Themselves in their Prospects Shoes


 
Business,Marketing,Sales
Professional salespeople are aware that their canvassing does not start with an introductory phone call. In so many cases, that introductory phone call may be the last point of contact in a research overview that could have 2, 3, 4, 5 or more steps.

They do this groundwork because they know it will give them an edge, and more importantly, they also understand that generally key people aren't going to talk to them simply because they dialled the phone.

Professional salespeople go out of their way to put themselves in their prospect’s position (shoes), on the understanding that busy people generally won’t take time out from their schedule, just to listen to someone who’s probably doing little else than playing a “numbers game” at their expense.

Why should they. It’s not their concern if a low level seller wants to score a “brownie point” because they won’t do the hard work expected of them, or don’t want to know any better, or simply don’t want to take the trouble to learn a “better way.”

Top professionals take the time to do some homework, the extent of which will vary on the value of the call they are about to make. But they won’t make the mistake of coming in “empty handed” in the fear they will not be able to customize their opening contact lines and related questions.

Top Professionals Know the Importance of Empathy

Professionals know that “Empathy” is like putting yourself into the prospect's shoes and seeing the problem from their point of view, whereas “Sympathy” may be best described as seeing the other persons point of view from ones own understanding.

Another school of thought suggests Empathy is supposed to make you feel as they feel, whereas Sympathy is knowing how the other person feels, but not necessarily feeling the same way.

Top Professionals Don’t Use Empathy Like Others Do

However, professionals understand Empathy another way. They understand that if they were driving down the road on a cold, wet and miserable night, and they saw a man fixing a flat tyre by the roadside in the pouring rain, they would get out of the car in the pouring rain and help him replace the puncture. Sounds hard, doesn't it? But that's the reality of Empathy. Empathy is taking the harder way out - the easy way out is Sympathy. Empathy is the one factor that lets the sales professional stay in control and come up with the unexpected, and that is what is appreciated the most by the prospect.

Those that Persist Always Succeed

The reason that so many professionally oriented and mentally determined salespeople tend to grow and in the process be likely to become to be resolutely superior to other sellers over the course of time, is because they have learned to persevere towards their life-time purpose ever so gently towards the direction of their inclusive goals and vivid dreams. However, what so many others in the pursuit of similar dreams don’t realise is that they don't often expect overnight transformations. They in turn, patiently wait whenever they don't see the results they are after immediately, and most importantly they don't get discouraged. Thereafter they just keep on keeping, and as a hint you will never forget, if you want the same success, you must do the same.

Work on those Simple Questions – Be Blessed

Ask different questions. Start by asking questions that don't include "Ahs" and "Ums." It’s something that’s almost impossible to do when your questions aren't prepared prior to the sales call. A clear indication what you’re asking isn't a very good question, is when you ask a question and the customer responds "What do you mean?" The whole concept of asking fabulous open-ended questions is what good selling is all about. The better the question, the better the response will be.

*****************************************

This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com - Submit your articles to AMAZINES.COM

Related Articles - Peter Collins, profitmakersales, sales, selling, marketing, professional selling, professionals, put themselves in their shoes, prospects shoes,

Email this Article to a Friend!

Receive Articles like this one direct to your email box!
Subscribe for free today!

 Rate This Article  
Completely useless, should be removed from directory.
Minimal useful information.
Decent and informative.
Great article, very informative and helpful.
A 'Must Read'.

 

Do you Agree or Disagree? Have a Comment? POST IT!

 Reader Opinions 
Submit your comments and they will be posted here.
Make this comment or to the Author only:
Name:
Email:
*Your email will NOT be posted. This is for administrative purposes only.
Comments: *Your Comments WILL be posted to the AUTHOR ONLY if you select PRIVATE and to this PUBLIC PAGE if you select PUBLIC, so write accordingly.
 
Please enter the code in the image:



 Author Login 
LOGIN
Register for Author Account

 

Advertiser Login

 

ADVERTISE HERE NOW!
   Limited Time $60 Offer!
   90  Days-1.5 Million Views  

 

Great Paranormal Romance


STEPHEN BYE

Steve Bye is currently a fiction writer, who published his first novel, ‘Looking Forward Through The...more
STEVERT MCKENZIE

Stevert Mckenzie, Travel Enthusiast. ...more
LAURA JEEVES

At LeadGenerators, we specialise in content-led Online Marketing Strategies for our clients in the t...more
GENE MYERS

Author of four books and two screenplays; frequent magazine contributor. I have four other books "in...more
KIRAN KAUR

Kiranpreet (Kiran) Kaur, D.D.S., who received her Doctor of Dental Surgery degree from the prestigio...more
MICHAEL BRESCIANI

Rev Bresciani is the author of two Christian books. One book is an important and concisely written b...more
STEVE BURGESS

Steve Burgess is a freelance technology writer, a practicing computer forensics specialist as the pr...more
SUSAN FRIESEN

Susan Friesen, founder of the award-winning web development and digital marketing firm eVision Media...more
TIM FAY

I am not a writer nor am I trying to become a writer. I am an average person with average intelligen...more
JOANNA MORGAN

Joanna Morgan has a huge passion for making money online from home and enjoys traveling around the w...more

HomeLinksAbout UsContact UsTerms of UsePrivacy PolicyFAQResources
Copyright © 2019, All rights reserved.
Some pages may contain portions of text relating to certain topics obtained from wikipedia.org under the GNU FDL license