Have you heard of the ABC definition of selling? It's an older expression, "Always Be Selling." Okay, it's really ABS, but is there a best or right time to be selling? Is there a best time for prospecting?
According to an October 2006 article in Psychology Today, increasing research links our morning or evening styles of living and working directly to our personalities.
David Dinges once said something to the effect that morning people tend to be introverts who are conscientious and driven, while night owls are more often impulsive extroverts.
How does the morning or evening style fit you? Once you find a "Yes, that's me!" answer to one of the styles above, then this guideline is what to follow because it is when you will be at the peak of your selling cycle.
What about my prospects style? If you have assessed your prospect's style through your observation skills, then follow what you have learned. If you aren't certain, then you can ask certain questions or look for certain behaviors to determine just what their style is.
There is no time like the present for prospecting, regardless of when the referral or initial contact is made. Simply make your calls when you have done some research on who you are calling. You could research the company, the profession, the industry, the person, or all of these. Ideally you want to know something about the person you're calling before you make that first all important contact with them.
And when are you selling? You are always selling, whether you realize it or not. Whenever you are communicating with a prospective client, you are most likely "selling" or trying to influence their busing decisions. It might be an idea, a product, or a service, but you are likely selling. This should clear up the meaning behind the old expression," Always Be Selling."
Put This Idea Into Action Now:
1. Can you identify right now, a referral, a lead or other prospect who you have been procrastinating calling or talking with?
2. What one thing can you plan to do to find out something more than you know already about them? (Hint: Can you answer the proverbial 5 W's about them - who, what, when, where, and why?)
3. Before your head hits the pillow tonight, what can you do to find this out? Do your homework and then schedule the call.
About the Author
Sign up to receive a FREE Report, FREE ezine and FREE Teleclasses from Pat Weber - America's #1 Coach for Introverts, Shy and Reluctant People Who Sell at http://www.prostrategies.com.
Uncover your personality and #1 selling strategy with quick assessment tools at http://www.prostrategies.com/free/Type_Assess
|
