One of the quickest, easiest and most proficient ways to try and sell prospects is to find out why they buy from certain salespeople. What type of salespeople do they like to buy from? What characteristics do they admire in a salesperson that would prompt them to buy from that salesperson?
Prospects in general and people of all types will buy those things that satisfy their needs and are presented well. When those products are of equal quality and value, and there is no significant cost differentiation , then it comes down to the salesperson.
So what do buyers look for in a salesperson?
Prospects gravitate to salespeople who keep their word and do not make extravagant claims that are unprovable.
Prospects dislike doing business with salespeople who knock their competitors, but they do tolerate frank comparisons between products.
Give your customers the best proposal up front and do not hold back. If you hold back and they find out, or you come to them with a better proposal later on. You are dead.
Judge your prospect's temperament and if you feel he is busy, be brief. His time may be valuable so it goes without saying that weather, politics or daily topics are a no no unless he leads you in that vein.
Many customers dislike salespeople who are overly familiar. You are there not to be their pal but to be their business consultant. Always act in a businesslike manner it will never prove detrimental to you..
Be concise and truthful. This will keep you in good stead with any customer or prospect. In essence think about how you are going to act in front of the customer before you get there and good things will happen.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
Please click the free preview @ www.basicsofsales.com and see my DVD on selling.
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