BASICS OF SALES

Anything can happen when you walk into a customer's office. Aside from everything else you must be aware of, and everything you want to accomplish, there are plenty of things you have no control over that you should be aware of. Being aware of those unexpected things that might happen to you while you are making a call can help you get through it successfully.

Be aware that at any given time during a call interruptions may occur. People who you were supposed to have dealt with may have had schedule changes and be unavailable to you. Certain personnel may be absent causing you to deal with a new set of circumstances and people. Being aware that all these things and more can happen, makes you forewarned.

Enter your customer's office with your mind in as flexible a state as you can attain. As things come about that are out of your control try to handle them as best you can. Just by not acting flustered may be enough to do the trick. Acting cool and professional if nothing else will add to your stature in the customer's eyes.

Always try to stay on message no matter what. The message is the primary reason you are at the customer to begin with. If nothing else staying on message completes the reason for making the call. Never loose sight of that.

One good thing to remember is to always keep some points in abeyance in case you need them. They can be anything from future developments, to notification of things that can help a particular customer in the future. Things like this can peak interest and get the customer's attention. This is particularly useful when you encounter personnel in the account which for one reason or another you never dealt with before. Just as they are a surprise to you, the new information you supply to them will add to your credibility by its usefulness. This puts you on somewhat of an equal footing and moves you toward a closer rapport.

Flexibility should always be part of a salesperson's makeup. Always carry it with you. It is one of the most important clubs in your bag.

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

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