In this transitioning economy where many entrepreneurs relied on mass online marketing methods, most are starting to see their revenues plummet.  The reason is simple!  Marketing is not intended to do sales. Without marketing you would not have prospects or leads to follow up with, but yet without a good sales technique and strategy your closing rate may depress you.  Here are 2 more steps to get started mastering sales to the affluent:

Prepare your database – Database sounds like a big and scary word doesn’t it? It’s really not. A database is just the place where you keep track of who, why and when you are going to call people. The best thing is that you don’t even have to know anything about technology to have one. Just use the tools that came with your computer, or sign up for one online, or buy a basic package. It’s not rocket science and anyone can do it.

Prepare your scripts including being prepared to overcome objections – It is often a misunderstanding that people think they need some sort of elaborate script. Simple scripts are always best. You are not the only person calling so you need to be quick and to the point. Step back for a moment and think about the people who call you… how does a lengthy presentation script feel on your end of the phone? Do you even listen or just wait until the end and say politely “I’m not interested.”

Scripts need three basic ingredients:

1. Who are you
2. Why are you calling
3. What is the action you want them to take

Yes, it is really that simple.

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