The odds of selling to a prospect can be a bit lower than the odds of selling to an existing customer, but there are some sales tactics that can help increase the odds. By simply learning about the various types of prospects, you may more effectively target them and convince them to purchase.
There are three main types of qualified prospects to consider. Each of these has its set of attributes and rewards. The best way to way your next sale is to recognize which of those groups your clients fall into, then tailor your presentation to each group’s specific requirements.
A green chip customer is a good choice. These individuals generally display true curiosity and a preference to contribute to your business. Typically, these people keep highly regarded positions in the industry and have a wealth of financial security.
A tirekicker target is another feasible option. Many people are often slow-moving to make a decision and can be tapped into by simply complimentary bonuses or places to stay. The key to shutting this type of offer is to produce a strong romantic relationship with the condition and illustrate the value of the product.
The know-it-all is a bit trickier to land. Many people typically have a very good understanding of the issue and option, but are immune to change. They may have heard within the product or service, but not be helpful resources in a position to invest in it.
The best way to sell to these kinds of customers is to find out what they truly want and give it to them. In this manner, you will not only be able to convince them to is included with product, however, you will also be allowed to create a more profitable business relationship.