Tactics – Getting to 2nd Base (Prospects)

There is a huge difference between having a good conversation or having a good sales call with a prospect. Let’s assume that we’re face to face with a prospect and it’s the first meeting. We’ve started the meeting on first base and we want to advance, at minimum, to second base.

The Lexus salesperson (I’ll call him Fred) called Thursday and made his annual trade-in offer. I took advantage of it last December but this year he called to see if my wife would like to trade her 2005 GX470 for the brand new 2008 GX470 for the same monthly payment.

When you have a good meeting with a prospect, how do you feel? If your prospect was friendly, complimentary, open, and answered all of your questions, would you say that your chances of closing this opportunity are strong?

Our six-year-old son identified a STAR WARS light saber – make that five light sabers – that he wants for Christmas. However, unlike the three he already has, which cost around $20 each, these “replicas” were going for $89.99.

The second base conversation is the least understood in the entire sales process. To reach 2nd base your prospect must need what you have, there must be compelling reasons to buy what you have, they must have compelling reasons to buy from you instead of your competition, and you must have S.O.B. Quality (stronger relationship, trust, credibility, expertise, caring and listening), developed by asking more questions than your competition, better questions than your competition, and tougher questions than your competition. Having done that, you will have differentiated yourself from all of them.