BASICS OF SALES

No matter how evident the facts may appear to you, they are unimportant if the prospect is not convinced. You must be alert to the prospect's point of view and shape your interview to meet it. You must sell him on the desire to listen. You must direct the sale to what will prompt him to buy.
Make the prospect comfortable. Convince him that you are there to perform a genuine service not just to sell him.

Buyers are interested in their problems and what they feel is good for them. You don't need to have the buyer interested in you as an individual, but it is important to make a pleasing impression. It is a mistake to depend entirely on your personality because the buyer may think the next salesperson has a personality as good as yours or better. Who gets the sale? A personality is a great thing to have but results make sales. (Refer to my blog on July 31st on Personality.)

All businessmen are interested in better methods of handling their needs. They are not interested in the product or service itself as much as what it will do for them. The prospect may be enthusiastic about the product, but unless the product can satisfy some need with which the prospect is directly concerned, his interest will not be sustained enough to carry you through to a sale. Point to results and demonstrate how what you are offering will provide a better way to satisfy his needs than what he is doing now. There is no reason for him to continue listening unless you can give him something of value that applies to his business.

After you get the prospect's attention, get to the point and demonstrate the results the product or service will yield on his specific problems. Find out how the prospect is doing what he is doing now, what his needs are, then show him how your product or service will provide a better way in terms of his own business.

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

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