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In my first blogs I’m going to review the basic elements of a sales process.  I will also share techniques that will make each step of the process more effective.  When we’re done, you’ll have a structure you can use to organize your sales efforts.  You’ll know how to grab prospects attention and take them all the way to a sale.

Remember, each sales campaign step we look at accomplishes a specific purpose.  So you need to include each step in all your sales campaigns.  And make each step as strong and compelling as you can.

Step one is prospecting!

This is when you grab the prospect’s attention and invite them into the sales process.  How do you do that? Make a claim that is interesting and meaningful to prospects. Say something that appeals to their core beliefs, feelings and desires.

If they are insecure, yo promise to make them a better manager, business owner or make them wealthier.  If their afraid, you can offer hope, a chance to turn things around.

The point is you need to try to figure out your prospect’s state of mind when they first hear your claim.  And you need to hit them hard.  Head on.  So they can’t help but continue listening.

Remember, you only have a few seconds to grab their attention.  So make the seconds count.  Consider all possible claims you can make.  Try them all out – and keep them specific.

See which ones draw a yawn and which ones drive desire.  Lead with your strongest claim first, followed by the next strongest and so on.  Support you claims with  “proof points” that make your claims believable.

Do this and it won’t be long before you’ll have a crowd of interested prospects.  Believe me!