Make a list of every qualities that your "Perfect Prospect" should have. Every time you vary from the list, you will have to work harder, spend more money, and enjoy working less with them. Only attempt to market to your Perfect Prospect ,contact them with value, and market to them until they Buy or until they Die.

If you want to be sure to get good sales leads, you really have to get inside the mind of your prospects. You might be approaching your prospects the wrong way. Knowing what is inside your prospects' minds plays a crucial role here. So, how will you do that?

The more time you spend talking about your product, the less inclined a prospect will want to continue that conversation. The more you focus your attention on their situation, their problems and demonstrating how you can help them improve their business, the more you differentiate yourself from the competition. You only have few moments to connect with a prospect so keep it brief. Keep it about them. And you will keep their attention.

Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you're not alone. As you speak with your clients and prospects this week, realize that they are all feeling this pressure as well. While this may seem like a bad thing, it can actually present a great opening for you.

If you discuss price too soon then everything you say afterwards will seem like you are trying to justify the cost. However, when you demonstrate how your product will benefit the company and or prospect, your price will appear as a fair and equitable investment.

There are some things that motivate your employees more than others. Yes, free coffee and bagels on casual Friday are good, but we are focusing on lead generation. What do they need to be more productive when generating leads?

As you begin to engage your prospect in the sales process, it is important to understand how they move through a decision to find a solution. If you communicate the wrong message at the wrong time, you could risk losing the sale so it is important to understand your customers concerns

Don't spend thousands on trade shows to get little or no sales! Learn the secrets of making trade shows work for you, and generate solid sales leads that will impact your entire fiscal year.

The challenge here is that most salespeople accept what their prospects say at face value and they make assumptions. Which means they fail to ask the right questions. Many people feel that they are prying and this prevents them from probing deeper to discover the impact and implications of the problem. Pick at your prospect's scab, then offer them a Band-Aid.

Remember, closing a sale is a process and you must let it unfold in the way that best suits the buying habits of your prospect or client. Don't be desperate, don't pressure, and don't let your prospect see you sweat. Instead, use the four steps above to deal with the process professionally and confidently. That attitude will come across to your buyer and they will respond accordingly.