Are now more informed, more educated, and incredibly more sophisticated than ever before. Using an over-abundance of techniques is no longer effective, or in the very least, they are not as effective as they used to be. Let’s face it. People can Costa Rica Phone Number no longer be “sold” let alone tricked. With information at their fingertips (such as with the Internet), they can find out almost anything in a matter of seconds. However and unfortunately, there are many companies still training their salespeople.

These outdated approaches

Prospects not only see them coming but they also consider such techniques to be insulting. I do say “outdat  because, in our knowledge-base economy, more and more sales tactics are being frown upon with each passing day. Several methods can be used to carve yourself a niche. 1) The first rule in pre-qualifying prospects is to specialize. The most common mistake newcomers to any field of business make is to think that by expanding their portfolio they will secure more business. Nothing can be further from the truth.

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Narrowing one’s focus as much

As possible will paradoxically increase the likelihood of getting more business. 2) Specialization is in itself a fundamental marketing process. It’s amazingly effective in creating “top-of-mind” awareness among a specific target market. For instance, an accountant specializing in car dealerships will get more business than a general accountant will. An advertising consultant specializing in print media for home furnishing stores will get more business than a typical advertising agent will. A photographer specializing in weddings will get more business than a regular photographer will.

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