BASICS OF SALES

The best way to find out which partner in a Husband and Wife partnership is the decision maker is as follows:

Find out whose judgment counts? Is it the wife, the husband, or both?
Find out who will use the product more? The wife, husband, or both.
Find out who has the most say? Wife, husband, or both?

One of the quickest and surest ways is to simply ask the receptionist “which is the buying partner?”
In small partnerships' such as this she will more than likely know and be accurate.

If she hesitates simply say that you want to know so you get the right person and do not waste the other persons' time. This will usually get you the decision maker.

Small businesses such as this should not be under estimated or overlooked, since they can lead to very surprising sales. Sometimes appearances can be deceiving. Finding out the information quickly does not take a lot of time and can yield dividends.

When you encounter small partnerships ask direct and pointed questions. This way you do not have to waste a lot of time, and you will get the information needed and not offend anyone. This may turn out to be a beneficial call.

The key here is the receptionist. Handle her correctly and you will get the information needed and be in a position to make a qualified judgment. Do not underestimate an account by its' appearance.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.

Please click the free preview on www.basicsofsales.com and see how you can make more money by selling "The Joe D'Ambra Way."

Whatever the selling situation, the salesperson must establish a relationship with the customer that is based on equality and mutual understanding. By asking pertinent questions in the interview early on, you impart to the customer the feeling that you do not want to pressure him into buying something he does not need or want, nor do you want to make a speech about your product that does not mean much to him. More sales have been lost by salespeople talking too much than by saying too little. I always guided myself by taking the stance that I got paid by the word. Saying less was always better than saying too much.

You should convey the fact that you are there to help the customer solve his problems by presenting products that satisfy his needs. You must first find out the customer's problems and goals. Listen to what he has to say so you can respond logically and with a presentation that is based on products and benefits that match his needs.

Establish a trusting relationship with your customer as early as possible in the interview. Try to gain his trust as early on as possible. Ask questions to find out his problems and needs, then respond with product benefits that fit those needs.

Listen, and respond as directly as possible in the early part of the interview, then elongate your answers later on in the interview as you get more information and gain the customer's trust.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

Please click the free preview on www.basicsofsales.com see how I can help you make more money by selling better.

There are several ways that a customer can express doubt without ever using the word. He may use phrases like “I wonder,”. He may say “I'm skeptical,” or he may ask you to show him something, or say that he doesn't believe something.

A doubt differs from a misunderstanding or objection in this respect. When a prospect has a doubt he has no real reason for thinking the way he does. A doubt is merely a request for assurance of some kind. This differs from an objection or misunderstanding which is based on solid impressions. A doubt reflects a request for assurance that the benefits presented are indeed true and reliable.

If you can not recognize whether the prospect has a legitimate reason for his statement, ask. Probe to gain information.

Sometimes, it is difficult to tell if a prospect expresses skepticism for something specific or misunderstood. Perhaps there is a conflicting set of circumstances that makes it hard to recognize the difference between objections, misunderstandings and doubts. When this occurs, probe. Ask questions. Find out exactly what the nature of the problem is. Then handle it.

Do not make a request for assurance (which is a relatively simple thing} into a full blow objection or misunderstanding. Limit the doubt by recognizing that it is a doubt and reassure the prospect that the benefits presented are true and legitimate.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

Please click the free preview at www.basicsofsales.com and let me show you how I can increase your earnings and give you a better life through selling.

The aim of any salesperson is to present the benefits of their product or service in such a way as to convince those prospects of the merits of what they are saying without any objections.

Prospects and customers however are human beings, and just like you they may have moods that color their judgment from time to time. ( Refer to my blog on June 22nd Customer Moods.) They may be irritable, anxious, nervous, etc. Any number of things can cause these reactions. When you call on prospects when they are in one of these states a multitude of objections may arise, and most of them can be traced not to you or your presentation but to their mood.

When you encounter a prospect or customer and objections occur right from the start of the interview and keep building and seem to be unreasonable and irrational, they are probably caused by these temporary moods. If this is the case be more tactful than usual and try to gain as favorable a reaction as possible as quickly as possible. If you find it is almost impossible to gain a better reaction then do not force the issue. Make arrangements to call back at a future time without irritating him further even though it is no fault of yours.

By leaving quickly hopefully you will be less likely to be connected with his foul state. Some times salespeople are remembered by customers according to the mood the customer was in at the time. If the customer was in a foul mood at the time you called on him then you may be associated with that mood even though you had no part in producing it.

Leave as quickly as possible, and on a pleasant note so you can return, hopefully when he is in a better mood.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

If you are a roofer, siding expert, carpenter, install windows, do driveways, paint houses, a financial adviser, or in real estate, etc. If the success of what you are doing depends on selling something to someone I can show you how to make more money doing it by being able to sell professionally. Please click the free preview at www.basicsofsales.com.

When you greet a prospect and ask them their name you are showing them you care about them not only as a prospect but as a person. The most important thing a salesperson can do when greeting a customer or prospect is to be cordial. Not being overly familiar or anything else you can try or think of surpasses cordiality.

Smile when greeting a prospect. Smile enough to show your sincerity. Look them directly in the eye and use their name if you know it. If you do not know their name just give them a pleasant hello and once you learn their name during the conversation use it appropriately, and always when you are saying goodbye.

Smile
Look them directly in the eye
Use their name

Impart to them the feeling that they are the most important customer ever. People enjoy doing business with people they like. It's human nature. It costs nothing to be polite and businesslike, but the rewards gained are immeasurable.

If you smile and look directly into the customer's eyes and say their name when greeting them you have taken the necessary steps for a more cordial interview. Even the most cynical of people can not resist noticing the attempt you are making to make their experience with you a pleasurable one.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

Please click the free preview at www.basicsofsales.com. My DVD will show you step by step how to sell anything to anyone.

How you answer an objection is as important as the objection itself. When you are conversing with someone their reply is a matter of course. The conversation flows naturally and you do not pause to think about each and every thing that is said. It has a flow to it that makes it easy and natural. This is the same manner in which an objection should be handled. Objections should be handled naturally and in a conversational tone.

The way you answer is as important as the answer itself. Your answer should give no hint of being rehearsed or rehashed. Answers to objections should not sound like a sing song jingle. Objections that are not just idle comments must be answered directly and immediately. The answer must sound sincere and factual. You must bring a sense of believability to the equation. Look the customer in the eyes and impart a feeling of confidence and knowledge. A sense of authority should be displayed in your voice and manner.

After determining whether the objection was sincere or just an idle comment, repeat the objection to make sure you have understood it correctly. Answer it by calling on your knowledge and experience. Be sincere and impart the feeling that the objection was astute and worthy of an answer.

Treating the prospect and the objection in this manner is the reason why people gain confidence in you, believe in you, and build up a reason to buy from you.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.

Please click the free preview at www.basicsofsales.com and see how I can help you become a top salesperson in one hour.

The following is what has to be done immediately when you contact a prospect by phone.

1- Create desire.

2- Use color words, selling words. Be enthusiastic while you speak, It will come across to the customer in your voice.

3- Use the customer's name as often as possible. This of course makes it more appealing to the customer and makes him or her more attentive. The customer connects with you more because it sounds more like a conversation than a sales pitch.

4- Answer all questions. Answer them immediately and as effectively as possible.

5- Probe, ask open ended questions which allows the prospect to say anything they want to. It is what you take from these answers that allows you to set up a strategy for the sale.

6- Listen. Yes listen, and listen attentively

7- Listen to gain an impression of the prospect. Try to gauge his attitude and if possible his feelings and his manner.

8- Expect objections and be ready ready for them. Objections are buying signals, use them to set up trial closes.

The phone is an excellent selling and prospecting tool. It does have one inherent draw back. It does not allow much if any room for hesitation or the slightest of errors. Of all the disciplines in selling or prospecting the phone is the one tool where you must think and plan your strategy well in advance before you put it to use.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blog offering sales tips

My DVD www.basicsofsales.com (which has a free preview), can show you how to make more money in one hour. For an extremely low price you can increase your income dramatically. See for yourself.

Not all objections are important or merit answering. The trick is to overlook the ridiculous ones (politely and with as little reaction as possible) and make sure you handle the creditable ones. This is something all salespeople must learn how to do. Those objections which are of sufficient importance must be given an immediate reply, and handled deftly.

1- Acknowledge it.

Here we stop and acknowledge whether the objection is thoughtful, worthy and necessary to be explained. If you decide to answer the objection make sure you do it while relaying an aura of concern and respect for that objection towards the customer. By showing this deference to the customer, the customer becomes more receptive to your answer.

2- Answer it.

Present the reasons which answer the objection and refute it.

3- Trial close.

Here you ask a leading question, which invites agreement with your answer. It is a test to measure the prospects' readiness to render a favorable decision.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

The blog you just read is the result of years of experience which accounted for hundreds of millions of dollars in sales. Please click the free preview at www.basicsofsales.com and see how I can increase your earnings exponentially by teaching you to sell.

Objections by customers' offer opportunities for selling. Objections come as a result of explanations you made that the customer does not understand or may be confused with. They usually pertain to a specific point you may have overlooked, or something misunderstood, or that which needs further clarification.

When the customer says “ No”. The sale begins.

The first thing to do is to go back over your explanation to find out what is in question. You may also have to clarify the advantages you put forth, and to restate the reasons for buying. Evidently these were not made clear by you at the time you presented them.

Do not answer objections by rote or with answers that the customer feels are rehearsed or standard. Remember answers by themselves are not enough. Answers to objections must be presented in such a way as to make the customer believe in those answers. Answer with sincerity in your tone and manner. First find the real reason for the objection and then proceed to isolate it, answer it, and make a trial close.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

Please click the free preview at www.basicsofsales.com and see how I can teach You to sell, to better your business (Financial Adviser, Home Improvement Salesperson, Consumer Sales) or any phase of sales that needs that little something to make you or your business successful.

The most effective way of performing a demonstration is to use a well thought out sequence and choice of words to explain your product.

Part Three. Points Six Through Ten. Conclusion

6- Apply your demonstration to your prospect's work
This is where you apply the product to your prospect's specific needs. This must be done because it interprets the product in terms of convenience, economic functions, information and any other points that are essential to be met if the sale is to be made.

7- Get agreement on the main advantages.
You usually can get agreement throughout the demonstration by asking leading questions. When you get continued agreement on individual features throughout the demonstration it leads to progressive approval of the whole proposition.

8- Anticipate Competition.
Remember to stress all those features which are exclusive to your product. Let the salesperson presenting your competition play catch up. This will also offset in advance those features which the competition may claim as outstanding.

9- Answer Objections.
Try to anticipate objections so you do not have to answer them later on in the demonstration. Whenever objections are expressed they should be treated as potential buying signals and should be turned into reasons to buy.

10- ALWAYS BE CLOSING.
Close early and often. Do not prolong the demonstration unnecessarily. When you feel the demonstration is at a high point and the prospect is most impressed, Close. The close is the measure of a good demonstration.

Make the demonstration as short as possible while covering all the important needs of the prospect. Close at the “High Point”. Demonstrate to sell not just to demonstrate. Close at whatever point you feel is appropriate.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

Please click the free preview at www.basicsofsales.com and let me show you how I can make you a Super Salesperson and make back the cost of My DVD a thousand times over.