At your first meeting with a prospect, the prospect should be doing most of the talking. The Sandler approach suggests that the prospect should be talking for about 70% of the time.

Typically, however, for these reasons the opposite tends to occur :

• The prospect's expectations have not been set correctly.
• Prospects have a buying system, step 2 of it involves getting free information, knowledge & expertise from suppliers.
• Most salespeople feel more comfortable talking, rather the asking questions.

How many times have you sent a prospect literature, agreed to call them back and then they never take your call or they say, "I haven't had a chance to read it, give me a call back in few more weeks"?. Then when you call back, they still havn't read it!

Prospects have learnt that appearing to show interest is an affective way of getting rid of salespeople. Unfortunately, most salespeople still see it as a buying signal and waste hours chasing prospects who just aren't interested.

How many times have you wasted your time giving presentations to prospects who could not afford your product or service?

Of course, salespeople that present before discussing money and budgets are hoping that even prospects with no money, will get so excited they will magically find the money from somewhere.

Another problem is that by waiting until the end of the presentation to discuss budgets and money, the prospect won't be concentrating on what your saying but thinking, "I wonder how much this is going to cost?".

Do you want to know how to gain a lot of extra business – fast? Stop losing customers! There’s not a business right now that hasn’t lost customers in the last year or so – the trouble is, you may not know who they are, why they left, where they went, or how much it cost you.

You need to stop the loss! Half the time the reason customers leave is because someone simply came along with a better or different offer. They were there when you were not. In a market place where customers are worth their weight in gold, you need to ensure this doesn’t happen to you.

• Stay in contact with your customers – by newsletter, embark on an email marketing campaign, invite them to comment on your online blog. In short, make them feel important and loved.
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