A good sales person always keeps their "ear close to the ground" and stays up to date on what's going on in their territory. If a new business is opening up or a new highway is going to be built they know about it. They also stay current on the national business and economic news. They know how to use this information to engage customers and get them thinking. Often prospects won't advertise simply because of a natural resistance to change. Talking about change reminds them that they can not stand still while the world around them moves on. I like to talk about the pertinent "news" item and then ask "How do you think this will effect your business?" You can also say "What changes will this force you to make?" or "How do you plan to take advantage of this?" These questions get the customer thinking about the future and creates an opening for you to propose a new program.
Keep Smiling, Keep Selling!
Thanks
Jim Busch
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