The salesperson who wins is the salesperson that goes in to win, and no person can go in to win if he or she does not prepare in advance to win. Action Step An athlete cannot expect to win a race if he has not trained for that race. The same applies to sales. If [...]

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 [...]

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 [...]

A sales professional is someone who invests in his knowledge; who reads magazines and web portals dedicated to salespeople; and attends seminars and conferences. A salesperson who follows the trends understands how essential it is to continuously advance and develop his skills. Professionals are the ones who know how necessary it is to start selling [...]

The Japanese believe that business is temporary, but relationships are eternal. Stop simply offering your products and start building relationships. Relationship-building is imperative in selling. There are products on offer for sale everywhere – but not everybody is an expert. If you can build a solid relationship with your customers and convince them of your [...]

The professional salesperson knows that she must get repeat orders; that she must build up prestige; and that a satisfied customer is the best advertisement. By building prestige, being honest and trustworthy in your dealings, you will get repeat orders from satisfied customers. These actions are all interlinked – but the starting point is your [...]

The minute a person realizes that you have something to sell they instinctively throw up the mental barrier. Put yourself in their place and start right – working with the potential buyer to find out how their business will benefit from your proposition. Action Step When you approach someone with their best intentions at heart, [...]

A prospect may be interested in your product but if he thinks your prices are too high this may destroy the desire he has for it. The best line of approach in this situation may be to reiterate the quality of your product; the excellent service that your company offers; and to remind the prospect [...]

If your offer is based only on price, there is a good chance that someone else will have a lower price than you; and you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, instead of just saving [...]

The customer doesn’t want to see the value in your product; he wants to get the value from your solution to his business problem. He must perceive unique value from you. If he cannot differentiate you from the competition, there is no reason to buy from you. Action Step Selling is the one area where [...]