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JUMPSTART
JUMPSTART
PROSPECTING:
[Identifying, generating and connecting with your
potential clients]
Can you describe your potential clients?
Are you using at least three different ways of
generating referrals?
o Quality networking
o Social media
o Personal contacts
o Existing clients
o Other
SELFASSESSMENT:
ARE YOU GOOD
AT SALES?
By Mush Panjwani
Are you using at least three different ways to contact
your referrals?
o Email
o Social media
o Phone call
o Personal visit (cold call)
Do you prefer using the phone to emails?
If that sounds familiar then chances are you aren’t doing a good enough job of ‘personal selling’.
That happens to many entrepreneurs who lack the selling skills, and hope that a great product or
service will sell itself.
Do you want to know how good your personal selling is? Just answer these 20 simple questions
about the four key elements of selling. Just check for ‘yes’ and leave for ‘no’.
[Presenting your product/service to potential clients]
Do you establish ‘rapport’ before starting your
story? That means:
o Making the prospect comfortable with you
o Getting the prospect talking to you about his
business and challenges
o Listening attentively
Do you ask a set of questions to understand your
prospect’s current challenges and needs that are
relevant to you?
Do you always present ‘benefits’ of your product/
service, and not just the ‘features’?
Is most of your presentation ‘scripted’ with the right
choice of words and questions?
Are you genuinely passionate and enthusiastic about
your product/service? And does that show clearly
through your words, voice and body language?
Do you have a 60-second pitch to get a prospect
excited in your product/service?
CLOSING:
PREPARING:
[Pricing, negotiation and the order]
[Yourself and your material for the sales
presentation]
Do you always ask for an order or referrals at the
end of every presentation?
Do you research your prospects and their business
before meeting them?
Do you communicate prices only after presenting
your product/service benefits?
Does your appearance make a great first impression?
Do you have alternate packages/offers for the client
to choose from?
Is all your sales material consistent with your brand/story?
o Business cards
o Product/service presentation (whether hard
copy or digital)
o Price list and any other material that you will
show to your prospect
You have a great product or service. You have built a killer website. Your interns are now
working on your social media. You are networking like crazy. You are building your database and
considering a monthly newsletter. You have also established specific financial goals. But you
aren’t getting enough sales or making the amount of money you were hoping to make!
PRESENTATION:
Do you have a ‘leave-behind’ piece, other than your
business card?
Are your website and social media functioning well
and consistent with your brand/story?
If you have answered ‘no’ to ten or more
questions, you may want to rethink your
sales strategies, and invest some time in
building the skills required.
Do you have a clear response to ‘why your prices are
so high?’
Do you make it very easy for the prospect to place
an order? That means:
o Minimum amount of info required on the form
o Zero documents required
o Maximum number of payment options
(credit card, cheque, cash, online transfer)
ABOUT THE AUTHOR: Mush Panjwani has been a
successful sales trainer and motivational speaker for
over 28 years. Mush has worked with corporates,
entrepreneurs, managers and sales teams in 17 countries
across Asia Pacific. Mush is also the author of “Dhinchak
Life” and the founder of “Dinchack” – a company that
provides corporate training, business consulting to
entrepreneurs and startups and personal coaching to
professionals. Find out more at www.Dinchack.com
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