Hello Colleagues: Most prospects only want to engage with a sales rep in the last third of their buying process. So, for two-thirds of their shopping and research process, they want to remain anonymous while they research and gather information. Think about it, don’t you do the same? The last time a sales associate asked “May I help you?” did you say “No thank you, I am just looking”? Chances are you did. Chances are also good that the sales associate didnt catch your name, your info or what you were looking for in the first place. You were in the research phase of a buying decision and likely made a purchase from someone other than the nice sales associate who asked “May I help you?” Your Challenge Is To Capture And Engage With Prospects As Early In The Buying Process As Possible. Why? BECAUSE EARLY ENGAGEMENT EQUALS MORE SALES. And (and this is profound) none of your competitors are doing it because they are lazy; it takes work and theyd rather advertise: see us last (or first) youll be glad you did! (because its easier to write it in an ad than actually help their prospects buy what they sell. BS! Stop wishing it was easier and start wishing you were better.
Posted on: Tue, 02 Dec 2014 04:52:12 +0000
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