How Prospecting With Success " (CPAs): Capsule 7th.
Preparation - Part 1
"Knowing is a FORCE!
KNOWLEDGE IS POWER! "
Before embarking on a prolific career Super Prospector, you have to prepare.
And to do this, you have essential decisions to make! I dare not use the term''''resolutions, knowing that every New Year, this word is the subject of taunts all (unfortunately with good reason!) ...
Yet that is what it is here! You will have
to resolve to take tough decisions, determined, unwavering about the path on which you engage your future!
Are you surprised?
Yet, you know, nothing can be done if no decision of action has been taken in advance ... Is it not said that "The best intentions does little more than a pet cat if it is not followed by action!
Unless you are these people waiting and let events dictate their journey, these people who do that acting rather than reacting, and virevoltent at the option of wind ..., you'll have to take strong decisions about how to proceed if you want to become a Super Seller.
You must decide, first, to review ... you, but your motivation, your aspirations, your feelings about the occupation of the seller, your ability to negotiate, etc ...
Do not worry, especially if you consider not having to be a big seller! Many sellers of high level would have
llers of high level would have never ventured into this profession if they had listened to their psychologists-guidance! But they are all prospectors formidable!
Then you decide to make the appropriate patches to maximize your strengths and minimize your weaknesses, failing to eliminate them.
You decide to learn about your business, your products and services, your market ... You must be an expert in your field. But that's another subject that is obvious for all Professional background:
"You need to know about all of your domain.There is nothing more presumptuous or more disrespectful than to stand with his client to then lose him because his time is unable to reply its questions, and we are unable to justify his presence at home ... You must make an apology to the client, because you've proven you're not an expert ... "About John W. Galbreath, reported by Joe Gandolfo in his book "The sale is an excellent way to get rich", published A Different World - 1986.
So, before continuing capsules capsules after studying the fundamental elements which contribute to a quality survey, I ask you to do a thorough analysis, as far as possible, your motivations, especially reasons or causes brings you to act in such a way rather than another.
"Ho la la! you say. What wonder there?. "Do not worry. My intention is not to make you make a psychoanalytic study of your 'me deep.Although ... No!
But I want you to the fact that internal conflict can be a serious obstacle on the road to success, both personal and professional a "Super Prospector aspirant."
I illustrates this truth by telling you the story of Jean-Pierre L., a wonderful boy who neither managed to reach the level of success he had promised upon leaving the University or to identify the causes of his difficulties in advance.
The moment I met Jean-Pierre L. for the original time, I was particularly impressed by his presence and energy that emanates from him. When I arrived in his office while he was heading toward me a not decided on arm for a firm handshake, I could, a quick glance to see how this been said to me about him was true: "You see! It is a boy who has really good looks. "
Mid-size, thin, freshly cut hair, small glasses finely circled, with dark blue dress shirt and tie together, shoes impeccably waxed, its appearance was quite the image of a businessman filled. He warmly welcoming me, the gaze, his face lit a broad smile.
"Really, I thought, it is true that a look! But then, why he expressed the need to meet me? ".
Mr. Raphael, the friend who was behind the meeting, told me that getting results Jean-Pierre did not correspond to his personality, despite all his efforts. Of course, its revenues were suitable as they were in the order of 50 000 € (80 000 $ Can.)! Once the expenses covered, it can have a small house in the suburbs, and provide a decent living for his family. But as to save ... "Later!" He said.
In truth, Jean-Pierre managed as best they could to balance its budget and evil rather well! It seemed that for months coming soon!
Raphael was convinced that his friend had the possible to achieve "full of beautiful things, but that some difficulties seemed to stop. The lack of will? Laziness (I have frequently encountered this problem!)? A poor business plan? The lack of vision?
He felt that Jean-Pierre wasted his talents. That is why he convinced me to take stock of his career ... and obstacles!
Stay tuned ... We will see in the next capsule which was obstructing its development ...!
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This series of vignettes on Prospecting is complementary to Ebook-guide-tool: "How Prospecting successfully," Principle PEP ® "Performance-Efficiency ®-Prosperity," Philippe L. Pinson, which are explained in detail 17 technical and exploration methods, their tags and their rules, an indispensable tool for any aspiring performer, available at (Internet Explorer): www.publi-volurama.ca/francais
Alternately professor, director, sales, marketing, training and coaching ... Currently president of an insurance brokerage, Philippe L. Pinson is the author of the e-"Prospecting, Selling and Be Rich: The 5 Principles of Great Exploration effective and efficient."