BASICS OF SALES

All prospects act differently. They all can not be influenced in the same way. You must suit your approach to the particular trait that person possesses and more importantly to the mood he is in at that moment. To be successful you must recognize these individual characteristics and use the appropriate strategy to sell them. You can recognize these traits by the prospect's appearance, words and actions. By observing and analyzing a prospect you can instinctively choose the most effective selling strategy to be successful.

Most salespeople classify their prospects as skeptical, impulsive, and condescending among other traits. The salesperson that can determine the strategy that is best suited for selling those traits is the salesperson that will come away with the brass ring.

Here are three additional categories that prospect's fall into and the strategy to sell each of them.This brings the total to 8 with the previous blog.
The Impulsive Changeable Prospect:
This individual is abrupt in his actions and in his words. He can be agreeable with you through out the presentation and then suddenly make a complete turn about and be dead set against you. When you try to sum up your presentation to close you find He has changed his mind once again.
STRATEGY:
Keep up with this prospect in word and in action. Try to give your reasons for asking for a commitment quickly before he changes his mind again. Make sure he knows what he is agreeing to when he does agree or he may change his mind later and cancel the sale. Be polite, act quickly, and be firm in your intent.

The Egotistical and Opinionated Prospect:
Everything is about him. He can not be sold unless he allows you to sell him. When he is ready he will buy. He does not take suggestions and advice kindly. He is also quite condescending.
STRATEGY:
Flatter this person, play to his ego, defer to him. Ask his opinion through out the presentation. Give him all the credit for suggestions you make and let him sell himself. He gets all the credit, you get the commission.

The Timid Prospect:
This person is afraid of being sold. His makeup is such that he realizes his own inferiority concerning his personality and retreats further into a shell. He occupies himself with every thing but what you are saying. He is withdrawn.
STRATEGY:
He must be encouraged and reassured. Be patient and do not be aggressive under any circumstances. Proceed slowly. Build up his ego. Ask his opinions and compliment him whenever possible. Speak in a conversational tone, be exacting and calm in demeanor.

There are 3 more customer traits which I will finish with in part 3 of my next blog.

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

MY FUTURE BLOGS WILL BE POSTED ON TUESDAYS AND FRIDAYS AT 11:AM

I hope you benefited from reading this blog. It is the result of years of selling experience. In it I show how I trained innumerable salespeople and sold hundreds of millions of dollars. For just $25 it can change your life. Click the free preview and see for yourself. Common sense is always the best way to make a decision.