Treating the customer at a new interview as if it is a critical audition is something to take note of. In my previous blog of July 2nd I mentioned five points that should be accomplished to be successful at that interview. The following is an explanation of those points.
1- Make the first impression a good one.
The old adage holds true. You never get a second chance to make a good first impression. It is the first impression that sets the tone of the interview and supplies the customer with his first thoughts of what you are about. When you begin well it puts you on the right track and going in the right direction. The direction towards an order.
2- Make your talk smooth flowing.
A presentation is a demonstration of what you have to offer. It should be direct and to the point. It should be in simple to understand words and done with a minimum of theatrics. Say just enough to get your points across and do it as effortlessly as possible.
3- Earn the right to his business by gaining his confidence.
You gain a prospects business by earning the right to it, and making the prospect confident in you. Gain his confidence through your speech, your knowledge of the product, and the way you handle it and present it.
4- Find out what he is interested in and concentrate on those points
Probe to find the prospects hot button and needs. Then answer those needs with the benefits of the features of your product or service.
5- Make sure you control the interview throughout.
It is you who has to find the prospect's needs and how to satisfy them. You do this through the interview, and your control dictates how the interview proceeds and how you gain the order which is what the interview is all about.
No one has a copyright on how to sell; but doing something the correct way is a good way to start off.
Thank you
Joe D'Ambra
www.basicsofsales.com
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