Water Well Journal

September 2015

Water Well Journal

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incite emotion or interest. Make your descriptions vivid. Don't overdo the adjectives. Just highlight key points you want to stand out in your prospect's mind. • Plan interaction. It's easy to blame poor interaction on your prospects— they're not really paying attention, they were distracted, whatever, but interaction is your responsibility and it doesn't just happen magically. You need to take some time to plan ques- tions, quick polls, or activities to keep your prospect attentive. • Practice with your technology. Poor production or a lack of planning can lead to lost time, lost attention, lost direction. All that leads to uncer- tainty and confusion. Worse, it's easy for your prospects to associate a poorly executed web experience with you, with your company, or your product. You need to familiarize yourself with your web platform and all the options you're going to use—well be- fore that first call. As technology continues to improve, the expectations of your customers increase, and your competitors step up to the virtual plate. This means you need to be prepared to use your virtual selling tools as effectively as possible. WWJ Julie Hansen is a professional sales trainer, speaker, and author. She authored the book ACT Like a Sales Pro in 2011 and has been featured in Selling Power, Entrepreneur, and Sales and Service Excellence magazines. She can be reached at julie@actingforsales.com and www.actingfor sales.com. WWJ September 2015 49 Twitter @WaterWellJournl Exceeding Drilling Expectations, Daily. s l l i r t d s e n fi e th r fo e c r u o s r u o Y e d i w d l r o w e l b a l i a v a l a c i n h c te o e G l ta n e m n o r i v n E l a m r e th o e G l xpectations Daily a m r e th o e G l l e W r te a W / M n o ti c u tr s n o C r e g u A y r ta o R c i n o S s k c u tr T P C s r e m m a h to u A m p i u q e ty l a i c e p S g y. n i n i s t n e m 3 6 4 4 . 4 0 4 . 0 0 8 . 1 m o c . s e i g o l o n h c te l r a m Exceeding Drilling Expectations, Daily.

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