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Sales Advice To Make A Small Business Prospect Like You

Now that a prospect is aware that you exist and before any discussion about how to get a prospect to like you can be covered, we should discuss that there are five sales archetypes.  Each one has its place but one archetype outperforms the others.

The Five Salesperson Archetypes and the One that Performs Best
 

Having similar viewpoints with a prospect can go a long way to making the prospect like you.  A tool called the Lifestyle Database can prove very helpful at identifying the kinds of things that your prospect and you have in common and make great icebreakers to bring up in your conversation.

 

Another handy way to understand a bit more about a prospect that you can use in your pitch is to get to the meeting location first and hangout out front or be seated by a window so you can look for clues on the prospect’s vehicle.

Have You Seen Your Customer’s Ride? Have You Seen Your Customer’s Ride?

Once you get a meeting you must do several thing to make sure that you make a great first impression.

How To Use The Friendship Formula To Improve Sales

How to Master Nonverbal Communications to Improve Sales

Verbal Statements That Will Improve Your Sales

How to Leverage the Similarity Principle for Better Sales

3 Simple Business Relationships Strategies to Get What You Want

How to Master the Friend-Foe Continuum to Hack Relationships

Everybody loves to get a gift.  Gifts can open up the door to reciprocity.

The Gift of Cooperation The Gift of Cooperation
 

Make Client Interactions More Memorable with This Technique Make Client Interactions More Memorable with This Technique
 

However not all gifts are viewed by the receiver the same way.

Image Credit: Warner Brothers The 5 Killer Principles of Strategic Gift Giving
 

Free samples are not the same as gifts but are effective at creating reciprocity and can often provide something tangible to focus the prospects attention on.

The Power of Free Samples The Power of Free Samples
 

The Power of Free Samples Free Samples Can Drive Sales

Building up network deposits develops reciprocity which can result in the prospect asking you for the sale.

What is the Balance of Your Network Deposits Account? What is the Balance of Your Network Deposits Account?
 

A powerful tool to get anyone to like you is to include their name in any discussion.

What Is in a Name? What Is in a Name?
 

The Power of a Person's Name and Focus The Power of a Person’s Name and Focus
 

Another powerful tool to get the prospect to take a shine to you is injecting a bit of humor into the sales pitch.

Being Funny Pays Dividends in Sales Being Funny Pays Dividends in Sales
 

Of course, stories can create a great first impression too and make you more memorable.

How to Use Stories to Create a Great First Impression How to Use Stories to Create a Great First Impression
 

Making your message emotionally relevant, including images, and keeping your message simple can cause prospects to relate to your message better.

Connecting With Your Audience Connecting With Your Audience
 

Remember selling is too often about pushing.  No one likes to be sold to.  Being sold to can reflect poorly and cause you to lose some of the positive image a prospect many have already developed for you. However, customers like to buy.  There is a difference.

Critical Thinking About Key Trends The Secret to Better Sales
 

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