Sales 101

For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales.

Always be sure to go to the head honcho. Ask to see the person in charge, the individual who makes the decisions. This avoids hearing, "let me ask my supervisor, my boss, etc." Also you project an image of confidence in yourself and your abilities.

Don't be long winded. Remember the KISS principle. Time is a big factor today for all of us and the quicker you get to the point the better. So be sure your sales pitch is short, sweet and to the point. Have 3-5 benefits, don't bore them with all the features. Remember, always to turn features into benefits.

One of the most important things to do, is to listen. Think of yourself as a problem solver. To solve problems you need to know what your prospect needs. So ask them a question and then listen, and I mean really listen. By listening you will be finding out what will make them buy. Listen to what they say and take it in. Be sure to write down the points they are making, don't rely on your memory. This also helps when you are closing the sale because you can refer to each point they made that this is how you can solve this concern. This is how you get sales, by solving their concerns and problems.

When you are making your pitch or answering questions, you also need to be sure to make eye contact with your prospect and to be aware of their body language. Good sales people know when they have lost someone. The prospect eyes glaze over, they don't maintain eye contact with you, they are looking everywhere else, but at you. They readjust themselves, push their chair back, feet on the desk. At this point you need to be able to bring them with back with a question or a different voice pattern. Don't acknowledge you lost them, just get them back on track.

Good sales people can change at a moments notice. Since this is not going to happen to you overnight, always be sure that your presentation is well organized, covers all the basic points, you know it forward and backwards, and you ask for the sale. Initially, you are not going to be able to shift gears at a moments notice, but with practice and experience you eventually will. So that if your client asks a question in the middle of your presentation, or makes an objection, you will be able to answer him and then pick up where you left off. You will also eventually be able to pick up on the silent signals that people give off. So until you hone these skills, always be sure to have a brief outline of your presentation on a index card. Remember, it is always more important to be responsive to your prospect, and talk spontaneously than reverting to your prepared speech. So be sure to prepare. Be careful, though, remember, over preparation can make your presentation sound stale and robotic. Keep it fresh.

For many, the moment a prospect has an objection, they assume the sale is lost. Sometimes they come up with an objection to see how you will handle it. Again, we are back to good listening habits. You need to be able to respond to their objections in a truthful but positive way. Most of the time you will be able to deal with their objections and convince them of the benefits of your product or services. Sometimes however, there will be objections you can't get rid of.

Last, but not least is closing the sale. You should be able to sense when to do so. Remember to be aware of your prospects body language. The impatient tapping of fingers people do. Some people lean forward in anticipation of your completion of your presentation. It is very hard to say exactly when to ask, as it is a very subjective thing. Seasoned sales people will tell you that usually there is a moment, you need to seize the opportunity and close the sale, or it is gone. Eventually after you have done it enough you will be able to recognize when this moment occurs. Eventually you will develop a mental check list of your meeting, that you will go over in your head after you have closed the sale and are saying good-bye or thanks to your prospect. After you have done it enough certain traits or characteristics of your prospects behavior will stay with you and you will know when to seize the opportunity.

Copyright 2004 DeFiore Enterprises

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com

In The News:

---

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

7 Ways to Cut Loose from Old Sales Thinking

Sooner or later, we all backslide into old ways of... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex?... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

How Pareto?s Principle Impacts Your Sales Success

Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More

More Sales with Less Selling

Have you ever passed by a bakery display case without... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1... Read More

One Simple Persuasion Secret That Will Blow The Roof Off Your Sales

The next time you're shopping for clothes in a department... Read More