Expert Qualities in Sales

If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.

Why is it that when a doctor recommends a product, people buy it without any hesitation, without talking it over with their spouse, and without asking any questions.

The main reason being, people respect and trust their doctors, they see them as experts on medical topics, even though they are not authorities on every subject.

The relationship between a doctor and patient is built on trust and developed over time, therefore a doctor doesn't have to sell anything, he simply has to recommend things, and people will buy.

Unfortunately, for sales people, it just isn't that easy. Here are a few ways you can begin to command the respect of your customers so that they will see you as an authority on the products you sell.

1. Gaining trust

Work at getting your customer to trust you. This can be hard in the beginning because you and your customer are meeting for the very first time. Start out by getting to know your customer, look for things that you might have in common. Let them know that building a relationship with them is more important to you than the products you sell.

Listen carefully to them and explain anything and everything in plain English so that they will understand. Don't be pushy, let them go at their own pace, but keep the conversation going. The more time you spend with your customer, the better, because by spending time with them, they will get know you better. When they get to know you better, they begin to trust you.

2. Product knowledge

Know your products, study them inside and out. Your customer is going to want to know what your product can do for them, how it will make their lives easier, and how it can save them money. They are not concerned about your weekly or monthly goals.

If a customer wants to know something about your product, you want to be prepared to answer, so study your products. Would you buy a product from someone who didn't know anything about the product, I wouldn't.

3. Be accessible

Always be available to your customer, give them your cellular phone number as well as your office phone number. By giving them your cell number you have just taken your first step to personalizing your business relationship. Make your customer understand that you are available to answer any questions they may have, or to discuss any concerns they may have.

Keep in mind, by having them become comfortable calling you, you are giving yourself an opportunity to up sell every time they call you. Or you can just simply make them aware of any new products you have, or any new promotions going on.

Remember, building relationships is about trust. If your customers trust you, than they will do business with you. If your customer likes you and trusts you, they will most likely refer their family and friends to you.

Make it a personal goal to get to a point in the relationships you have with your customers to recommend them your products as opposed to selling them. Good luck

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

---

Want More Sales? Write A Barry Bonds Sales Letter

I'm not a baseball fan. Never have been. In fact,... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Telling the Value Story

You arrived on time and completed your calculations. You worked... Read More

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More