BASICS OF SALES

It is to your benefit to be as businesslike as possible with everyone in your customers' office regardless of their station. Sell everyone from the receptionist on up. You never know whose influence may contribute to the deciding factor concerning you and your product.

Here are some common things to watch for, and tactics to use in various situations.

Stay On Message:
Your job is to sell the customer not the other way around. If they try to switch the conversation lead them back tactfully and repeatedly if necessary. It is imperative that you firmly but tactfully keep the sales interview on message to get the order. The interview must be controlled by you.

Don't Put everything out all at once:
Some strong points that you have kept in reserve may be the final push you need to get the customer to commit. As the web and flow of the interview continues something you kept in reserve may be the determining factor to keep the interview positive or close the sale

There Are Several People Opposed To Your Product:
If two or more people are opposed to your product then each one must be sold separately. You then use the one you converted to sell the other. When two people oppose you it's difficult because one lends support to the other. Convert one of them to your way of thinking, then it's a combination of two against one in your favor. Divide and conquer.

Interruptions:
The phone rings, someone interrupts you and your customer, and your customer returns preoccupied and with his mind elsewhere. The first thing you must do is lead the customer back to the discussion by resuming the same manner and tone you had before the interruption. Repeat the last point by saying “As we were saying....”.Gets you right back on track. If the customer was leaning towards your point of view before the interruption quickly summarize the main reasons for buying and ask for commitment.

These are just a few things to remember, expect and master while you are in the customer' office. Anyone can interrupt you, anyone can oppose you, and people you never thought of can enter into the decision making. These are ways to turn negatives into positives.

Thank You
Joe D'Ambra
www.basicsofsales.com
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