What is the mission of your presentation? To create desire for your products. That’s all. And the minute that is accomplished, the order is yours for the taking. Action Step In order to create desire for your products, you need to believe in the product itself. Your feelings about the product are easily picked up [...]

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your [...]

Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are. Call on a thousand average people to whom your proposition is salable. You’ll find the same objections on the lips of [...]

Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the [...]

In your approach you have won the prospect’s interest. You have put them in the mental position where they are ready to purchase if you prove up your claims. And you can prove up these claims because you made them, knowing in advance that they were merely a preface to showing your proposition. What is [...]

Remember this – when customers are asked to define relationship, they discuss things such as how a salesperson can bring value to their companies. Do you add value to your customer’s business? Or are you simply another salesperson to be reluctantly contacted when there’s a need for a new product? You can stand out from [...]

Patience and self-control are admirable and indispensable tools that you will need in order to maintain high levels of service. The business that you don’t get today might just come through to you tomorrow, as long as your prospect has been impressed by your knowledge, dedication and professionalism. Action Step Be confident in your ability [...]

Remember that the person who asks questions at the meeting is the one who controls the conversation. We have two ears and one mouth so that we can listen twice as much as we speak. Ask the question, and then shut up and listen to what your prospect is saying to you. Action Step You [...]

Observe facial expressions:  Notice whether customers are making eye contact with you, have an alert expression on their face and appear relaxed. Signs that you have talked too long or have not engaged their interest might be yawning, rolling eyes, or taking peeks at their watch. Indications they are uptight about something is a tense [...]

Few months ago I did a little investigation to see how salespeople succeed in arousing interest. I was standing in the sunglasses store one evening and watching sales people in action. A woman walked up to a girl and asked:  – “Do you handle ladies’ sunglasses?” – “Yes,” she replied. – “I would like to [...]