BASICS OF SALES

My next blog will be on Tuesday March 23rd. I will be traveling extensively during this time.

Thank you all for your interest and support. In the interim, please scroll through My blogs and My articles on ezine.com, goarticles.com, and saleshq.com.

The DVD I offer is a complete selling course encompassing a sale from it's beginning to it's close. It is unlike any blog or article you can read on the internet. It is very reasonably priced and the benefit you gain from purchasing it can bring you returns that outweigh the cost a hundred times over.

The DVD shows a step by step sale from beginning to end. I have composed it so it pertains to the sale of any product or service. I show how to begin a sale by using a General Benefit Statement. I show how to recognize and find needs, answer them and close. This is done in under one hour.

The video I appear in has pop ups, and a written script that runs along the bottom so it can be followed without creating any distractions. It is the culmination of 35 years of proven, successful selling. I put this video together to show the basics of how to make a sale in a simple and direct manner so that anyone starting out with a need for this material will understand it and have a place to begin in the simplest way possible.

The cost of something is only off set by the benefit it will yield to you. My credentials are available for all to view on the site. There is also a free preview. Common sense is always the best determinant.There is also a money back guarantee.

If you deal with the public and sell, home improvement, roofing, cars, real estate,finances, training in the basics of sales can make you more successful. If the success of what you are doing depends on selling something to someone, I can make you adept at it.

Please click the free preview @ www.basicsofsales.com and invest in yourself. Enrich your life and improve your chance of success. The cost is low and the benefit you gain from it can change your life.

My next blog will be Tuesday March 23rd.

Thank you
Joe D'Ambra

Decisions to buy are influenced by certain business motives. These motives can be special, personal, unusual or commonplace in nature. In your everyday connection with your accounts be aware of these factors and recognize the opportunities they present.

Profits
Even before you find out anything about a company; understand this. The strongest appeal to any businessman is profits. Businesses are interested in reducing expenses and getting more information to help increase it's profits. This is the primary appeal to use regarding any company until you find a stronger one to replace it.

Internal Situations
Decisions to buy can be influenced by internal situations. If a firm was cutting back it's purchases because of certain internal circumstances that have now changed, this change in circumstances can prompt a decision to buy.

Meeting Competition
This can be a valid decision to buy. A firm must keep up with competition or it will surely pay for it in the future. If you know your customers and their stance regarding competition, any change can prompt a reason to buy.

Anticipation
Invariably after a downturn in an economic cycle is experienced, the next logical course is to wait for, and recognize the upturn . When it occurs it will prompt a firms' decision to buy.

Savings
A decision to buy to improve certain areas of the company can yield large dividends in the future. The savings the company would realize as a result of this action could conceivably lead to a decision to buy.

Meeting Demand
Perhaps a company is unable to meet the demand for it's product due to an upswing in certain factors. The demand resulting from this upswing may prompt a decision to buy.

Becoming Numero Uno
When a company decides to become the industry leader in it's field this can prompt a decision to buy.

Knowing your customer's and their competition can help you find out what prompts a company's decision to buy along with using a little gray matter. Buying decisions are often revealed after the fact. The customer calls and says “come over and bring some samples of, or let's discuss your...”. Problem is that that call is going out to much of your competition also.
Observing your customers when you are at their place of business, asking questions, making small talk with personnel and cultivating relationships, can give you a heads up on a company's future decision to buy.
Once in awhile it pays to figure something out for yourself and get a jump on competition.

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

Please view the free preview at www.basicsofsales.com and invest in yourself. Enrich your life and improve your chance of success. The cost is low, the return can change your life.

I always felt that having a plan with a place to start from was the best way to set out to do anything. Early on in sales I always planned what I wanted to accomplish and how to go about it. This is the way I planned to increase my sales. When you come down to it, it really was common sense, but it had structure and direction, and setting it down in writing provided me with a sense of comfort and a feeling that I had set up a strategy to measure my success against.

1- MAKE MORE CALLS
Companies that use the phone primarily for selling operate on the law of average premise. They know from experience the amount of calls it takes to make a sale. The closer you get to that average the quicker the sale comes up. It is the law of averages. So to insure sales in any business the law of average dictates increasing your rate of calls.

2- CLOSE BETTER
Sounds simple, but all too often some salespeople hate to be interrupted by the customer saying yes. Close early and close often. That is the way to increase sales, so always practice your closing technique.

3- SELL LARGER QUANTITIES
Larger volume sales take just as much time and effort as smaller sales. Sell larger quantities by aiming higher and bundling your sales with connective products.

4- SELL WIDER VARIETIES
Concentrate on other products in your line that compliment the products you are pushing.

5- SELL HIGHER PRICED UNITS
Set your sights on adding higher priced units along with the moderately priced units you are selling. The same thing that applies to making larger volume sales, applies to selling higher priced items.

I always liked to have a starting point no matter what I tried to do in life. It was a matter of discipline and a way to measure my accomplishments against what I set out to do.

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

Please click www.basicsofsales.com and see how My 35 years of successful selling can benefit you.

If you intend to use the telephone to promote your product, you must first find out whether or not the positioning of your product in the market lends itself to telephone selling.

Ask yourself if your product is perceived as having good quality.
Is it fairly priced?
Is there a real need for it?
Is the nature of the product such that it is expandable, durable or of capitol goods.
The approach for each will be very different and in some cases not a good choice for telephoning.

An Expandable Product.
Suppose you are selling light bulbs, watches or products of this nature to an account. You must estimate the time the product will last and the time you have to call back to restock the order. This is a good use for the telephone. You can set up appointments or conduct business over the phone quite easily.

Durable Items.
When a product lasts a long time a different set of circumstances presents itself. The fact that the product lasts a long time does not lend itself to telephone selling. Durable goods require attention to detail and are best presented in person. If you are selling durable items the phone is not the best method of choice other than appointment setting or touching base with the customer for future discussion.

Is The Product A Fad?
The phone is the best method of choice for this type of product; because customer coverage would be faster and this is what is needed when you are dealing with fads.

A Product That Is In Constant Demand.
Phone contact is a good choice for this type of product. In this situation you would be making calls to establish your company's image, delivery, service etc. First you get your product accepted then future orders will be forth coming.

Can Your Product Be Compared To An Established One?
Can you explain your product by comparing it to something else? The customer can visualize what you are saying and make a comparison. This will help bring it to life.

The telephone can be an important adjunct to your selling, or a lazy man's attempt at covering a territory. You must figure out the pros and cons of your product and whether it will lead itself to successful phone selling.

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

Please click the free preview www.basicsofsales.com and let me show you how 35 years of successful selling can help you make more money selling.

There are a number of successful ways to close on the phone, and the success of the phone call depends on whether or not you accomplish the close.

There are many different variations and styles you can use, but all of them have to contain some or all of the following:

1- Always assume that the prospect will buy.
Most sales depend on your positive attitude. The customer can sense this. The tone of your voice conveys quite a bit. Think of the phone conversations you have had and how you could ascertain the temperament of the other person by just the tone of their voice.

2- Build your conversation on minor agreements.
Always make it easier for the prospect to say “ yes” than “no”. Psychologically the prospect is put in a positive mood. A constant yes adds to that mood and a more pleasant demeanor on their part. Build small points on which you get agreement to a big “yes” later on in the conversation.

3- When you start your close stay on point.
When you start the close do not get off the subject or let the conversation wander. Do not be deterred, stay with it. If you give it a good try and do not get the close you can always go back to it.

4- Establish value.
Make sure the prospect understands the value of what you are presenting so it becomes appealing to him.

5- Overcome objections.
Overcome objections with benefits and close.

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

Please click www.basicsofsales.com and see how my 35 years of successful selling can improve your technique and ability to make money.

One of the ways to make sure you become, and stay a top salesperson is to take advantage of all the things a company offers you to become successful. Top companies help their salespeople by making their prospects aware of the company and its' products before the salesperson ever walks in the door. Top companies use their advertising, company image, and among other things mailing material to accomplish and help their salespeople.

To get the most out of benefiting from what your company offers to help you before you even see the customer try this.

Make sure you are aware of what your company provides you with in the way of advertising, sales literature, mailings, sales letters, free giveaways etc., that will help you before you ever get in front of a prospect or customer.

Select the material that is best suited to accomplish your purpose.

Draw upon material you yourself are using in your presentation which might be applicable to what you need to accomplish.

Always follow up on any materials you or your company sends to customers or prospects.

Always bring up pre interview material early in the interview. This reinforces the material and helps ease you into the interview quicker and more assuredly.

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

Please click the free preview www.basicsofsales.com and see how my 35 years of successful selling can improve your technique and your ability to make money.

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.