Frank Furness
Sales & Marketing Tips
Hi, this is Frank Furness with Sales and Marketing Tips. We will be bringing you a number of new tips on how to find new business, how to prospect, how to close more sales.
When you meet somebody for the first time, tension levels are pretty high. They know that you want to sell your goods or services to them, and there are lots of thoughts going on in the back of their minds, like who are you, do you know what you are talking about, who is your company, how long have you been around, are you here to waste my time, what's in it for you, what's in it for me?
In fact, what you have got to do is clear four roadblocks: your credibility, your company, what's in it for you, what's in it for them. This is what I would normally say if I meet somebody.
Mike, in preparing for today's meeting I put myself in your position and thought there might be some things you might want to know, like who am I, what is my credibility, how can I help your organization, who is my company, how long have we been around, who else have we worked with, what's in it for you, what's in it for me? Let me tell you a little bit about myself. Now you have got your 60 seconds of glory, where you can establish your credibility.
I then say to them, let me tell you about my company, and I would expand on our company. What's in it for you? All I want to do is take a look at where you are today, and where you want to be in two to three years time and see if I can help you get there.
What's in it for me? Really, all I want is if you are choosing a speaker or a trainer, I want to be near the top of your preferred providers.
So think about that when you go in to see somebody the next time to sell, cover those four areas: who are you, who is your organization, what's in it for you, and what's in it for them.
Thanks so much for watching the video, and as a little gift, please go to frankfurnessresources.com/downloads, and there are a lot of free e-books, a lot of software, all yours for free, for just watching the video. So remember that again, www.frankfurnessresources.com/downloads.
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