BASICS OF SALES

My next blog will be on Tuesday October 5th.
I welcome new viewers and the close to 5000 people who view My sales commentaries on ezine.com, saleshq.com, goarticles.com, and closerblog.com.

If the success of what you are doing depends on selling something to someone, I can make you adept at it.
Retail sales people, siding experts, general contractors, furniture salespeople, car salespeople, work at home salespeople, financial advisers, all sales people in general.
I offer a DVD that can benefit you.

Perhaps you are unsuccessful, not because your cost is too high, or the economy is bad, or you do not have the right product or service. Perhaps it is because you do not deliver the right message because you do not possess The basics of sales.

A small investment of $25 can increase your income and change your life forever. In these tough economic times it behooves anyone to get the best return for their money. Look in on my free preview @ www.basicsofsales.com. Read my blogs, see for yourself if the information set forth is pertinent, valuable and useful to increase your income and sales stature. Watch the free preview and see if I am someone you can model yourself after, and if I can sell you.

The DVD pertains to all sales situations. It is the culmination of My over 35 years of successful selling and training of salespeople. Please look in on the free preview, read My blogs and articles and when you see how beneficial they are to you then go ahead and PURCHASE THE DVD.

WHAT I SHOW AND TALK ABOUT IN THE DVD IS:
WHAT ARE THE REASONS PEOPLE BUY
WHAT MAKES PEOPLE BUY.
HOW YOU ASK QUESTIONS TO FIND OUT WHAT THEY NEED
HOW TO SATISFY THOSE NEEDS WITH THE BENEFITS OF THE FEATURES OF THE PRODUCT OR SERVICE
and most importantly; THE CLOSE.
All of this is presented with graphics and script below on the screen to emphasize important points.

It is presented in such a manner so that anyone who has a need for this information can follow it and understand it in a simple and direct way.

Visualize yourself with a better way of life as a result of you benefiting from this DVD.
GO AHEAD AND CLICK THE FREE PREVIEW FOR STARTERS AND ORDER YOUR DVD AND START ON THE ROAD TO A BETTER LIFE.

Thank you for your attention and support. I will back with you on the 5th of October.

Joe D'Ambra
wwwsbasicsofsales.com
Sales blogs offering sales tips.

Change constantly takes place in the business world. Some changes concern the attitude of business in general towards salespeople, and some concern the attitude of salespeople toward their own ethics and the way they approach their business.

Each salesperson must adapt a contemplative attitude towards their own methods and their business approach on a regular basis. Salespeople must constantly fine tune and change their presentations and approach to keep them current. They must constantly freshen their technique and selling style from time to time to remain current. Even though you are successful you must still vary your approach and selling style to keep up with the changing tides of business. Selling caters to human needs, and those needs and desires change in the business world just as they do in everyday life.

Keep doing the things that made you successful but always be looking to improve those things. Constantly freshen your approach so your customers do not figure it out. If they do; it will give them another club in their bag to use against you and make your selling efforts more ponderous.

Constantly fine tune your story and approach. Freshen your presentations as needed. Monitor your selling style so it always remains current and abreast of the changes that occur in the business world. Changing your approach and style to keep up with change always keeps you in touch with reality.

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

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life.

Time is the most important precious commodity a salesperson possesses. Companies know that if a salesperson increases his activity both the salesperson and the company will benefit. Their volume will rise, and both the company and the salesperson will benefit when time is spent more judiciously.

It is also incumbent upon the company to also do it's share in this equation. The salespeople as mentioned should use their time wisely, but the company also has to provide their salespeople with the tools to help use that time propitiously. The following are just some small steps that can help accomplish this.

To aid the salesperson to be more efficient in his day to day activities the company should:

1- The company should develop the most proficient sales programs it can. Top rate sales training programs produce top notch salespeople that use their time well.
These program should be peopled with top notch salespeople from within.
They should be continuous, and they should be updated as circumstances dictate.
Top notch programs help produce top rate salespeople.

2- The company should always seek to improve the equipment it furnishes it's salespeople so they can make top notch presentations, use their time well and represent the product in the best way possible.

3- The policies of the company should be clear cut, fair and simple to understand. This makes for happier circumstances all around.

The salesperson's first order of business is to perform at his optimum capacity for himself and his company. The company's duty in this equation is to do everything in it's power to make the salesperson successful.

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

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life.

When you sell you make money, and the company you sell for makes money. What else is there that can be more important? What more can a company ask for from it's salespeople? Well how about this. If you supply all the information you can concerning your territory, product and competition to your company you can be of invaluable help. And when you help your company, you help yourself.

Just think how beneficial it would be to your company to have the following information supplied to them by you:
A- Supply information about your territory in general and the local market in particular.
B- Supply information about your company's competition.
C- Information about the prospect's needs and also their credit position.

Offer your opinion about the company's existing products and those products that compete with them. Offer suggestions and criticism if necessary.

Offer your company your opinion and suggestions on the development of new products you think are needed, or new products your company may be readying.

You as a salesperson should know and let your company know if your customers are buying as much as they are capable of.
What about the possibility of additional lines being created, and can they be developed?
What are the possibilities of selling those additional lines?
What would the competition for these additional lines be like, and can that competition be overcome.
What is the customer's general opinion of the company?

These are just some of the things that a salesperson can offer his company in the way of helpful information. Good information helps a company do a better job and stay on top of things so as to increase profits and consequently have a direct effect on the success of the company.

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

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life.

Being in front of a customer is the best way to try to sell anything to that customer. Why even point this out. Is it not obvious? Well, there are some instances when this is either impractical or impossible. So we must look for another way to accomplish the sale, and more times than not the telephone will be the method of choice.

The first thing to do is to determine if the product you provide lends itself to being sold over the phone.
These questions must be asked:
Is it fairly priced? Is there a real need for it? Is the product such that it is expandable, durable, or capitol goods? (Refer to my blog dated Feb. 16th.)

The planning that precedes the phone call is as important as the call itself.
You must know who it is you want to contact. What you are going to say. What you want to achieve on the call, and how you are going to achieve it. (Refer to my blog dated April 27th ,2009.)

If you want to increase your customer coverage, improve customer relations, compete in different markets or more distant markets, phone selling must be considered. (Refer to my blog dated September 30th, 2009.) Contained in this blog are basic essentials of what I believe are good telephone selling techniques.

The telephone should also be the tool of choice when the salesperson needs to contact customers quickly about price changes, a change in the product line, limited specials and, impending events that will either increase or decrease product demand. (Refer to my blog dated December 8th, 2009)

Develop and practice a telephone selling technique. That is the best way of using the telephone to accomplish what you want. Your technique can also help you to talk to certain types of customers that I have outlined in the following blog. (Refer to my blog dated December 5th, 2009)

One thing to remember and take note of. It is easier for someone to say no over the phone than it is in person. This means your phone approach must be well planned and well executed to get the results you desire. (Refer to my blog dated May 14th,2010.)

There are products that lend themselves readily to be sold over the telephone and some that are not. This must be determined right from the beginning. You must plan the call first before you lift the receiver. The phone is the best tool to use when you need to contact customers quickly and furnish them with information. Your telephone approach must be well planned and executed to get the results you need to be successful.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.
Please click the free preview @ www.basicsofsales.com ans see how a $25 DVD can change your life.

Treating the customer at a new interview as if it is a critical audition is something to take note of. In my previous blog of July 2nd I mentioned five points that should be accomplished to be successful at that interview. The following is an explanation of those points.

1- Make the first impression a good one.
The old adage holds true. You never get a second chance to make a good first impression. It is the first impression that sets the tone of the interview and supplies the customer with his first thoughts of what you are about. When you begin well it puts you on the right track and going in the right direction. The direction towards an order.

2- Make your talk smooth flowing.
A presentation is a demonstration of what you have to offer. It should be direct and to the point. It should be in simple to understand words and done with a minimum of theatrics. Say just enough to get your points across and do it as effortlessly as possible.

3- Earn the right to his business by gaining his confidence.
You gain a prospects business by earning the right to it, and making the prospect confident in you. Gain his confidence through your speech, your knowledge of the product, and the way you handle it and present it.

4- Find out what he is interested in and concentrate on those points
Probe to find the prospects hot button and needs. Then answer those needs with the benefits of the features of your product or service.

5- Make sure you control the interview throughout.
It is you who has to find the prospect's needs and how to satisfy them. You do this through the interview, and your control dictates how the interview proceeds and how you gain the order which is what the interview is all about.

No one has a copyright on how to sell; but doing something the correct way is a good way to start off.

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

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life.
.

Control of the presentation is one of the most important keys to a successful sale. Every salesperson should treat the interview with a new prospect as if they are performing for a critical audience. The success of the presentation depends not only on the content, but also on the skill you possess at putting that content across. Your style, your technique, your ability is what you must excel at if you hope to obtain any semblance of success.

One of the secrets of winning this performance is to bear in mind that first and foremost you must appear as if you are in charge. Make no mistake about this, you must subtly but effectively dominate the presentation and the interview. You must also in no uncertain terms make the prospect like it and desire it. You must control the interview throughout as gently but as firmly as possible. You must always move firmly in the direction of the close.

Think of all the moves necessary to put yourself in charge of the interview along with these suggestions:

A- Make the first impression a good one.
B- Make your talk smooth flowing.
C- Act as if you are worthy of the business by making the customer feel confident in you.
D- Find out the points the customer likes best and concentrate on those points.
E- In the give and take of the interview you must be the dominant force.

Good presentations make for good closers.

Thank you,
Joe D'Ambra
www.basicsofsales.com
Sales Blogs Offering Sales Tips

Please click the free preview @www.basicsofsales.com and see how a $25 DVD can change your life.

Some people just cannot make a decision no matter how hard they try. Whether it is deliberate or not they just cannot decide.

This type of a person can be very difficult for a salesperson to handle. It is hard for the salesperson to determine if it is his approach, or just the fact that you feel anything you say or do will not get him to decide.

A- The best thing to do with this type of a would be customer is to try and point out to him how delaying his purchase at present may cost him more in the future.

B- Mention why the present is the best time to decide because everything in his mind is fresh at that particular moment.

C- Mention the fact that as time goes by items usually go up in cost.

D- Mention that continuing the process means he will have to invest more in time and convenience in the future not to mention the cost of gas.

E- Try appealing to his ego. Mention to him that some people do not have the conviction that he seems to possess.

F- Put out a trial close to try and jog him into some sort of a reaction. You may not get a close but you may push him in the direction to make a decision.

There is no doubt that the person who cannot make as decision is a tough person to get to, but as long as the person is in front of you, you have a chance.

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

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life.

While cold calling the salesperson must estimate the probable worth of each prospect seen. He should also put them into a category that will satisfy his needs also. Not only must he be aware of his customer's and company's needs, but he must also be aware of his own needs. Which customers will provide him with the business he needs to make his numbers.

Here are some ways to judge the probable worth of the prospects you are cold calling on:

A- What are the possibilities of repeat business from the particular prospect you are calling on? Gain as much information as you can. Be observant. Try to place the prospect in a particular category. Make a mental note and then write it down. When you leave let your mind take a photo at that particular moment in time to try and categorize them.

B- If the prospect buys from a competitor, can you win the customer away? More information may be needed, but a judgment concerning this must be made as soon as possible. You must know whether you should pursue this prospect in the future or consider them a waste of time.

C- How would you classify the prospect as far as order size in the future? Small orders should require less of your selling time. It is the eighty twenty rule. Eighty percent of your time should be spent on the twenty percent of the customers which statistics show will give you eighty percent of your business.

When you are cold calling, remember, size up future prospects with your needs and your company's needs in mind. You owe loyalty to your company and customers and, you owe yourself a chance to be successful.

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

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life.

If you are not calling on your users with regularity you are missing out on a valuable sales resource. By not making user calls you not only neglect your valued customers but you also limit your ability to get more business from them in the future.

Making follow up calls after the sale and making sure that all is well with the customer is well worth the effort. You should make sure that the customer got what they ordered and what they were sold. This not only saves you time in the future from any problems that may arise but it also builds up tons of good will. By making these calls at the proper intervals and offering a little explanation here and there, you can save yourself a lot of trouble in the future and head off problems before they occur.

The good will you gain by calling on your customers with regularity builds a foundation for future sales. The part most salespeople fail to see when they call on their present customers is that it is a great source of future business. They look at these calls as just necessities and not a source of new business. Since you already have an entree into the account it is an excellent way to create more business. Furthermore these customers can also be used as a great referrals.

Staying current with present customers :
Heads off problems before they occur.
It creates good will which leads to more business.
By being noticed in the customers office you become someone they look towards for answers and accept as being a part of the team.
Cultivating the customer makes them a good source to use as a future referral.

In essence calling on your present customers at proper intervals is not a waste of time. It can be a great source of new business.

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

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life.