Finding new prospects and closing. These are the two main areas to exceed in when it comes to sales success. It’s that “simple”.

The reason to why finding new prospects is one of the most important areas to exceed at is because without them you’ve got no one to close. Therefore you should make sure your the best one at finding and contacting new prospects. Use all means necessary. Call, meet-up, networking, sales 2.0, references…

Second to mastering the art of finding new prospects you need to exceed in closing them. That’s the next important step. You need to convert as much as possible of these prospect into clients.

Of course there’s more to a sale, keep reading.

To get a good and open conversation with your prospect you’ve got to have their trust. Without their trust you’ll meet more resistance than necessary.  There’s a good thing that you can do a lot to make sure you’ll get their trust and enable a better conversation than you would have without it. Let’s take a look at some of the things that will make it easier to get their trust and as a result of having their trust will make it easier for you to close the deal. I will talk about how you can figure out what type of people you’re dealing with and some of the elements you need to focus on to easier gain rapport with your prospect.

If you want to get the attention from a prospect you need to stand out from the crowd. It’s all about differentiating from your competition. But how can we do that?

We need to take a look at stereotypes and general sales knowledge and to take a look at what sales people do in general. We also need to dive into some other areas to see what we can gain from applying these to selling.

When you first meet people it’s hard not to make any assumptions to who they are and what they represent. Specially when it comes to business. There’s a rule named 4×20 that applies to making a good first impression. Let’s have a look at what this rule says.