BASICS OF SALES

One of the most important keys to a successful sale is the control of the presentation. 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:

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

A good presentation makes for good closers.

Thank you,
Joe D'Ambra
www.basicsofsales.com
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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. It happens and a way must be found. Here is my take on the matter.

1- 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. Care and tact here. Make it believable. Plowing too fast at this point makes everything else much harder.

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

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

4- 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.

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

6- 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
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Cold calling in most industries is a necessity. There are however, certain things you must be conscious of. 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 of the ways I used to judge the probable worth of the prospects I was cold calling on. Nothing is perfect and a panacea, but it worked for Me and is as solid as any thing I ever came across or was informed of. It is in essence the result of My experiences and it worked for me. Try the following:

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
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Persistence," to go on resolutely or stubbornly in spite of difficulties." To approach sales with any idea of success the salesperson must somehow learn that in selling there is a solution to every problem, but can it be found. Now, not all salespeople can find that solution, and no salesperson has ever succeeded in finding that solution without persistence. The attitude of the salesperson should be that a solution exits even if it can not be found by him.

Sometimes the solution may not be evident, or it may take too much time or may not be worth the effort but it does exist. The salesperson must measure whether the time and effort expanded is worth the return he will get from persisting in this effort.

All superiors know salespeople who seem to have a habit of finding solutions to obstacles. These salespersons accomplish their objectives largely because they are tenacious and stay with the problem until a solution is found. They do not accept defeat. The quality they possess is persistence. They have learned through prior experiences that if problems are to be solved they must go the additional yard and put in a great deal of extra brain sweat.

Persistence is the difference between accepting defeat and success. The key is to realize when that persistence must be practiced and if the end justifies the effort put in to obtain the result. There are millions of learned and gifted persons in this world who are on the outside looking in. The people on the inside may not be as smart or polished as the elite, but they are persistent.

Thank you
Joe D'Ambra
www.basicsofsales.com
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Make a good first impression. A hackneyed statement but a true one non the less. The impression you make on the prospect will greatly influence the prospect's decision to do business with you. Your personality and the fact that the prospect likes your personality is still not enough for that prospect to buy from you.

Prospects want to buy from competent, reliable, strong sales people. Once you convince him that you possess these traits you will gain another element of control over your customer.

Try these points to get your prospect to respect your sales ability.

1- Be Confident
Successful salespeople inspire and show confidence not only in their product and service but also in their company. They look; sound and act confident. This gains the confidence of the prospect.

2- Be Prepared
Nothing breeds confidence more than preparation, knowing what you are going to say and do during the interview. By knowing what you are doing it automatically leads the prospect to believe in what you are proposing.

3- Be Forceful
Convey your confidence by acting and speaking with authority. Do not appear as if you are tentative. Speak and act as though you firmly believe in what you say and want him to also believe in what you say.

When you believe in what you say and do, you will be surprised how it conveys a positive aura to those around you.

Thank you
Joe D'Ambra
www.basicsofsales.com
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Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life. The customer wants a blue widget. Your company doesn't offer it. How do you handle this and still make the sale? Find out how to handle this and anything else needed to make the sale on My guaranteed money back DVD.

Think out of the box. This is such a fashionable statement today. You read it in print, you hear it in commercials, you see it on television. How about trying to think outside the quadrilateral parallelogram?

For a salesperson thinking out of the box can refer to a lot of things, but most importantly thinking outside of the box to a salesperson means “how can this statement help me to increase my sales.” Let us try thinking outside the box to find out how we can use “The Credit Department” to increase sales. How can a salesperson use his own company's “Credit Department” to increase his sales? Not many if any salespeople think of consulting their credit department for any reason much less using it to increase their sales. To the salesperson having anything to do with this department means there is trouble ahead. Consequently salespeople shy away from it.

Here are some aids you can get from the credit department to help increase your sales:

A- You can ask the credit department to supply you with information about the kind of purchases a customer is making and the volume. This kind of information can supply you with opportunities to make bigger sales, and understand some of the purchases being made.

B- The credit department keeps track of accounts whose potential business may look good but whose credit acceptability looks questionable. This type of information can save you the trouble and disappointment of getting an order only to have it rejected.

When I spoke to credit department heads in my company I found out quite a bit on the way my own company was run, and also how the companies my firm was doing business with was run. For instance they rated their inactive accounts very highly. Their reasoning was that if an account is active and in good financial shape and you are not selling them, then someone else is. What a great lead. Also the history of an account is something the credit department can also supply you with. This information can be invaluable to you to help increase your sales.

Try to think of anything that can help you make a sale and meet your figures, and when doing so do not forget the credit department.

Thank you
Joe D'Ambra
www.basicsofsales.com
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The customer wants a red widget. You don't have one. How do you handle this and still make the sale? Find out how to accomplish this and anything else needed to make a sale on My guaranteed money back DVD.

You just finished an interview with a prospect. What is the first thing that should come to your mind? It should be whether or not it is beneficial to call on this particular account again. The best time to decide that most times is immediately after your interview with that customer is completed. There can be other things in the future that can affect this decision, but more often than not it is right after the completion of the initial call.

The decision should be based on the value of your selling time and what you perceive that customer and account to be worth.

Ask yourself these questions:
A- Is the account worthy of another call back?
Is there something connected with this account that makes it worth your while? Do not forget that it may take several more calls in your particular situation and with your particular product to make the sale. Did you feel the prospect was giving you proper consideration? Did you get the impression he was interested? What was his reaction when you suggested another call?

B- If you do call back what is your strategy?
Do you have a goal? Do you have anything in your line to accomplish this goal concerning this customer? What ideas can you bring to bear to accomplish what you need to on your next call in this account.

C- When is the best time for a call back?
Your knowledge of the situation will determine when to call back and what you need to accomplish.

Deciding to call back a customer depends not only on the customers' worth but on how that worth affects your figures.

Thank you
Joe D'Ambra
www.basicsofsales.com
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Found this beneficial, pass the sight on

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The customer wants a green widget. You don't have one. How do you handle this and still make a sale.
Find out how to handle this and anything else needed to make that sale on My DVD..

Here is a word nobody likes. Fear. Fear can enter into anybodies life and endeavors. When fear does enter into the psyche of a salesperson it is deadly and it must be handled quickly and efficiently. Selling is an art in and of itself and must be practiced as skillfully as possible even under the best of circumstances. So what is it exactly that may comprise a salespersons' fear?

Some may be afraid of the greeting they may get from a tough prospect. Some may be afraid to make the first call of the day. Some may be afraid to ask for the order or ask for a bigger order. Some may fear objections. There are a multitude of things that can comprise fear in a salesperson. Fear is a negative, and it is crippling. After you recognize fear you can then start to overcome it. So how is fear conquered?

There are some things you can do to conquer fear. You can use enthusiasm, a positive attitude, and practice a calm demeanor among other things.

Enthusiasm can benefit anyone under any circumstance. Enthusiasm is contagious. If it is relayed in such a manner so as not to be overdone or appear as being phony it is most beneficial. If you relay enthusiasm correctly even the most pessimistic prospect has to pause and take note of what you are saying and proposing. The enthusiasm you exhibit can help alleviate some of the fears you have because it puts the prospect on your side and you also feel more positive.

A positive attitude is in and of itself an end all. A positive attitude breeds confidence and dispels fear. Believing in ones' self shows the prospect that you are in command and consequently allays any thought of fear you may have toward that prospect.

A calm demeanor is not only a key sales attribute but something that will stand you well in life. Calmness in any endeavor can overcome just about anything. In the worst of scenarios the person who appears calm is the person who is looked up to and the person to whom most people show respect. Calmness by its' very nature breeds strength and dispels fear.

Fear is open to everyone. It latches on to all of us but it does not have to take hold of us. There are ways to face and conquer fear. Being enthusiastic,calm and having a positive attitude can help conquer fear when you have it.

Thank you
Joe D'Ambra
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In the business world today special price concessions to selected customers is frowned upon as a matter of company policy. Worse than that it can mess up your reputation with your customers.

In a tightly knit industry it can not only cause problems, but it can kill ones' credibility. Some industries are so tightly constructed, that if one company sneezes in New York a God Bless you is heard from Arizona. I sold in such an industry. Certain industries are like that and if you are in such an industry you better be careful how you handle your pricing.

The norm presently in business is basically for companies to have a one price policy for all their customers and they pride themselves in that. Furthermore in some instances there may be legal restrictions that forbid treating one customer more favorably than another.

There are however different ways to have customers take advantage of price concessions so that one can not only bolster business but do it in such a way as to treat everybody fairly.

A- You can offer close outs and make them available to all your customers as an incentive to buy.

B- You can establish quotas as an incentive to buy. They can be yearly or cover a specific time span.

C- Programs with certain stipulations offered to a customer for a specific time can be used as an incentive to buy.

D- Price concessions based on amounts or frequency of orders can induce customers to buy.

The key to using pricing in tightly regulated or close industries is creativity. As long as you treat customers evenly and fairly you can set up parameters to induce them to buy. It lies in the way you handle your creativity in the market place.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
If you found this beneficial please inform your peers

Please click the free preview @ www.basicsofsales.com and see how a $25 DVD can change your life. The customer wants a green widget. You do not have one. How do you handle this and still make the sale? Find out how to handle this and anything else needed to make a sale on My guaranteed money back DVD.

Being identified as a high pressure salesperson is detrimental to say the least. Purchasing agents, office managers and customers in general do not take kindly to the perception of pressure by salespeople. To think however, that pressure is not an essential part of selling, is a mistake. It does take a certain amount of pressure to make a person change his mind. It is not pressure that is the problem, it is the perception of pressure that the customer resents. As usual perception is reality. Some people can be pressured like you would not believe, while others take umbrage at the slightest inkling of pressure being applied.

Persistence is a form of selling pressure. Where would the majority of salespeople be without persistence? Any good salesperson has to be persistent and also apply pressure during the sales interview. Pressure must be applied with such a degree of skill so as to make the customer unaware that pressure is being applied. It is called Selling Technique.

Any attempt to close an order that has been skillfully presented has to be perceived as pressure free from the viewpoint of the prospect. If the order has not been earned even the slightest hint of pressure would seem like high pressure to the customer. Once again it is perception and the skill of the salesperson that comes into play when pressure is thought of.

Persistence and pressure are necessary in the sale. If the salesperson handles his technique well then the customer is unaware of that pressure ever being applied.

Some people object to any kind of sales pressure, others do not mind it as much. It is up to the salesperson to practice good selling technique to mask the pressure he applies.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.
Found this beneficial? Pass it on.

Please click the free preview @ www.basicsofsales.com and see how it can change your life. The customer wants a green widget. You don't have one. How do you handle this and still make the sale? Find out how to handle this and anything else needed to make a sale on My guaranteed money back DVD.