Every time you have contact with a customer you should: 1. Uncover a new driver Aca,!aEURoe either personal or business. 2. Reinforce a current driver with a new supporting fact. Sales Development Business Driver Tips: 3. Ask questions that require an open response to gain insight into the customer. 4. Always Aca,!A"double-downAca,!? your question by being ready to ask a follow up question after the customer responds to your first question. 5. Always link your conversation with a business driver but never link a phone call with more than 2 business drivers. Personal Driver Tips: 6. If you arenAca,!a,,ct able to find out any personal drivers be prepared to share with the customer something that occurred to you, ie: what you did over the week-end as a way to get them talking about what they did. 7. If the customer does not offer up personal information, donAca,!a,,ct push it Aca,!aEURoe accept as a personal driver that they do not like talking about personal information. 8. Open a conversation with a comment that supports one of their personal drivers. Driver Tips: 9. Always record your drivers; never think youAca,!a,,cll remember everything. When taking over an account or giving someone else your account, be sure to share the drivers; however, the new person should only use the business drivers in conversation. 10. Allow the personal drivers to develop with the new person, this ensures integrity and confidence with the customer. Prospecting for clients requires the relentless use of savvy selling skills, be sure to check out the other articles for additional ideas and numerous other sales training tip and techniques to help you improve sales development.

Mark Hunter, Aca,!A"The Sales HunterAca,!?, is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability. For more information on his sales training or to receive a free weekly sales tip via email, contact Aca,!A"The Sales HunterAca,!? at www.TheSalesHunter.com.

Reprinting of this article is welcomed as long as the following is included: Mark Hunter, "The Sales Hunter", www.TheSalesHunter.com, A,(C) 2008