BASICS OF SALES

There is an expression which goes like this: “ He changes his mind with the wind”. He is like a weather vane. His thoughts and actions are quick and he is abrupt in his manner and in his words. He will agree with you one minute and in the next his demeanor will change and he will decide against you.
You start to summarize the features and benefits agreed upon and you detect that he has changed his mind once again, and for no apparent reason.

Strategy:
Make sure you keep pace with this prospect. Speed up if you have to, but do not make it seem like you are rushing. Mention that you know he is busy and provide him with a good reason for action. At this point don't go over details but make sure you can support them if you are questioned on them. Make sure he knows what he is agreeing to when you close or he may change his mind later and cancel.

Here is something to be aware of. There is plenty of information you can garner about sales, but remember this, you must be cognizant of the manner in which you put your words into action. When I said speed up to keep pace, mention he is busy. You must do this in a convincing manner, sell it. Don't just mouth the words. You must be convincing in your words, action and manner. This is something you can't get out of books. You have to watch salespeople and how they carry themselves. Watch a sales video and observe how the presenter acts and reacts.

Words are of little value unless they are delivered in a convincing manner and with a feeling of sincerity.

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

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