BASICS OF SALES

The measures you take to make a good first impression are key to making the sale.
They begin with the following:

1- Make The First Impression A Good One
The sale can be made or broken in the first few seconds. You are sized up by the prospect as soon as he lays eyes on you. By the time you have approached him, shaken hands and uttered your first words, the prospect will have formed his opinion of you. For some people the first impression will be contemplative but with others it will be lasting. Make that all important first impression work for you. Most importantly pay attention to details:
A- Make sure your appearance is more than acceptable. Do not let it be detrimental in any way.
B- Make sure you get his name straight and try to refer to him by name during the introduction and throughout the interview, and by all means make sure you pronounce it correctly.
C- Be confident and act naturally. Let him get the impression that you will both benefit from the interview.

2- Be Courteous:
By being courteous you invite respect from the prospect towards you. The best way to achieve this is by respecting the prospects personal tastes and feelings.

3- Smile To Help Establish A Good Rapport:
There is nothing that puts people more at ease than a friendly smile. A sincere smile can win you good will immediately.

4- Be Authoritative:
You are expected to know your product and business. Do not appear to be overbearing. That type of attitude will work against you. You have the information that will help the customer make a decision that is beneficial to him, so impart it to him freely; and in a non condescending manner. The customer expects you to know your stuff. It is this premise that makes you the authority if you present it properly.

5- Be Diplomatic:
Show that you honor his opinions. Ask his advice in general about any pertinent points you made. This may give you a clue as to his buying habits.

Remember show respect for the prospect's opinions and how he voices them. Repeat things whenever possible in the prospects own words. By asking a prospect's advice or repeating his words you show the prospect that you are aware of his presence and his opinions. This makes for a we approach in problem solving. It is not just you preaching to him and trying to sell him something, it is two people trying to successfully solve a problem

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

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Selling is about as personal a business as one can enter into. Most of the time it will involve one person dealing directly with another, and personal likes and dislikes can play a big part in the relationship you develop.

You must recognize that the prospect may let his personal feelings towards you influence his actions, while you; the salesperson must control your personal feelings towards the prospect. Even the best proposition can be set aside and fall on deaf ears if the prospect finds something objectionable about your manner, dress or personality.

Your first impression therefore may dictate the future course of the presentation and the sale. Here are some measures you may take to make a good first impression and win your prospect over.

1- Make that first impression a positive one.

2- Be courteous

3- Smile to establish a good rapport.

4- Be authoritative.

5- Be Diplomatic.

Drawing the prospect into the conversation by showing him consideration, asking his advice and repeating his words goes a long way towards establishing a good rapport. By doing these things you set up a pleasant environment to carry on business. I always spoke to my prospective clients in a conversational tone and at a moderate pace so as to make them feel calm and non threatened. Doing the above during your first contact with your prospect will go quite a way towards relaxing them and establishing a relaxing atmosphere.

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

Please click the free preview @ www.basicsofsales.com and see how MY DVD can change your life.

Just about any type of sales work requires the keeping of records and the filing of reports. Certain records must be kept and passed on to your company so they can use this information to the betterment of all connected with the company. Almost every salesperson I know would rather be in front of a customer as opposed to doing paperwork. Non the less; paperwork is necessary and it must be done to the best of a salespersons' ability and most importantly handed in on time so that it is relevant.

Selling requires the keeping of records and also the requirement of filing daily and weekly reports required by the home office. Some salespeople are not at all detail minded. Most seek any excuse at all so they do not have to hand in reports. Others make the mistake of spending valuable hours not in the field, but at home or in the office because they are behind in their paperwork. Paperwork should not be done during business hours which is prime selling time. Keeping your paperwork current helps avoid having to do it during selling time.

Paperwork done during business hours robs you of selling time that should be spent in the field. You should make a determination as to when and where your paperwork should be done. Paperwork is essential. It is a necessary part of your obligation as a salesperson. It must be done as thoroughly as possible and in a timely fashion so that the information is current and useful.

Information is the key to what a business calls upon to make sound decisions. The information gathered by a company's salespersons is an important part of that information. Those reports which seem so time consuming and irrelevant are a necessary part of a company's makeup. They along with other areas of information help steer the company into the decision making process which it needs to perform daily.

Reports must be done in a timely manner and as thoroughly as possible. The information they supply helps your company make the day to day decisions it needs to be successful.

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

Please click the free sales preview @ www.basicsofsales.com and see how My DVD can change your life.

Quality prospects can come from a variety of different sources. Today the salesperson must think out of the box as the saying goes and consider all sources, some of which may seem new and strange to them.

Some salespeople can drive through their territory and spot prospects easily. Salespeople who sell drug stores, supermarkets, garages and the like can easily spot potential prospects.

Finding potential prospects that are in fields not so easily recognizable involves two main steps:
1- Discovering all of the sources through which prospects might be located.
2- Qualifying specific prospects for buying potential.

Lead sources can also come from leads obtained from others and also leads you uncover yourself. Prospecting can be made easy if you look at the following:
A- Present customers. They can furnish you with the names of possible buyers and also furnish referrals.
B- Salespeople who sell non-competitive products.
C- Non prospects who give you information through their mutual acquaintances.
D- Social contacts.
E- Junior salespeople and trainees.
F- Your company. They supply you with leads, lists, and also the names of inactive accounts.

Prospect lists that are provided by your company are great but to be successful you must still explore all areas for potential buyers. The more you use your own mental faculties the better the chance you have to succeed.

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

Please click the free preview @ www.basicsofsales.com and see how My DVD can change your life.

Objections are the buying signals that lead you to sales. Without the expression of objections by prospects there is no way to find out what a prospect desires unless they openly and freely discuss their desires and wants with you. Although openness is the best of all possible worlds it is not the most common stance a prospect takes when dealing with a salesperson.

Objections are the buying signals that lead to sales, but not all objections are important or merit answering. The trick is to overlook the ridiculous ones and to concentrate on the important ones. There can also be insincere objections which are phony or made up stalling objections. These of course are just as important as sincere objections because the prospect throws them out to be dealt with and dealt with they must be. They are put out to stall you or test your metal, so although they are not of the most important kind they still should be handled judiciously.

You must know which objections are the important ones that must be satisfied and handled and which to gloss over and treat politely. The objections that are important should be answered immediately and handled as deftly as possible. The important objection should be:

A- Acknowledged
We acknowledge the objection as being thoughtful and necessary to be explained. Make sure you convey to the prospect concerning the objection the attention, and concern it deserves. By showing deference to the prospect the prospect becomes more receptive.

B-Answer it.
Present the facts that answer the objection and refute it by offering proof.

C-Trial close off the objection.
The trial close measures the prospects' temperature to see if he is ready to offer a favorable decision towards the sale.

Knowing which objections to answer and how is the key to saving time, and closing the sale.

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

Please click the free preview @ www.basicsofsales.com and see how My DVD can change your life.

The telephone is an excellent tool for a salesperson who is interested in using her time and talents more productively.

First of all it is quick. You can contact several people in a short period of time.

It is convenient. Your prospect is as close as your phone, and you can eliminate waiting periods that are unproductive.

It is economical. Contacting people by phone is about as easy a way of contacting people as can be imagined and it is so cost effective.

It is flexible. When you try to contact someone and they are not available you can quickly move on to someone else without loss of time or a break in continuity.

It is productive. Telephoning always lends itself to being productive because it can be done in spare moments which might otherwise be wasted and it can be done in less than suitable circumstances.

Using the telephone can avoid long waits in reception rooms.
Using the telephone can help qualify prospects quickly and save time.

Telephoning provides you with immediate two way conversation and provides instant understanding. It provides profitable time savings, it is good for information gathering, and most importantly it helps you to qualify prospects in the easiest possible way.

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

Please click the free preview @ www.basicsofsales.com and see how My DVD can change your life.

When a person is somewhat difficult in life he can be even more overbearing when it comes to dealing with him in a sales situation. When you encounter a prospect that is difficult, insincere, and bullying you are in for a real test of your selling skills. He must however be dealt with, figured out, and handled if a sale is to be made.

He always knows where he can get a better product than yours and at a heck of a better price. He also is more often than not sarcastic and somewhat abusive. He may even resort to making counter proposals to you just to create a charade.

To handle such a person you must have courage, and above all you must be courteous (do not let any resentment show through) and most of all maintain your poise. Deliver him facts, firmly and without fear. Do not let him think he can bully you. Stand up to him but remember, be businesslike.

When you appear to challenge someone who has earned your ire there is no problem as long as you do it politely and in a businesslike manner. Meeting anyone on their terms (even if they are somewhat edgy) with courtesy and reason is still the best way to handle a person who is unreasonable, bullying and argumentative.

Deliver him facts firmly, tactfully, and fearlessly.

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

Please click the free preview @ www.basicsofsales.com and see how My DVD can change your life.

On my last blog I relayed some questions that should be answered so you can increase your dollar volume and sales income.

HOW CAN I INCREASE THE NUMBER OF PROSPECTS I SEE EACH WEEK?
Planning you itinerary in advance is a good start. This eliminates any anxiety you might have once you are in your territory and it tends to lessen any thought of being rushed.
(Refer to my blog dated September 16, 2009, The Importance of call sequence).

HOW CAN I INCREASE THE NUMBER OF CALLS I MAKE EACH WEEK?
This requires more common sense than thought. Being on time for appointments, not repeating yourself when it is not useful. Having your presentation planned. Knowing where you want to take your customer helps regulate your time so you can make more calls. Remember what is important: the law of averages dictates that the more calls you make the more business you should get.
( Refer to my blog dated September 11, 2009, Making user calls a tremendous way to increase sales.)

HOW CAN I LOWER THE TRAVEL TIME I SPEND BETWEEN CALLS?
Once again first and foremost: Planning. Some customers have to be seen on certain days and at certain times. There is no way to deviate from this. This must be adhered to. Anyone else you see should be seen according to the potential dollar volume that they will contribute and the frequency they demand as a customer. Use a map, break up your routes accordingly.

HOW CAN I DECREASE THE AMOUNT OF TIME I SPEND WAITING FOR CUSTOMERS?
Make appointments. Although appointments are made they can be affected by a multitude of factors. You must be on time and ready. Get right into things so your customer does not wander from your thought pattern and consequently you loose him temporarily. You then have to wait for him to come back to your thought pattern, thereby wasting time because you have to wait for him to get back on the same page as you.

HOW CAN I INCREASE THE THE AMOUNT OF PRESENTATIONS I GIVE FOR EACH INTERVIEW I OBTAINED?
Try to find out something about the people you are calling on in advance. Take note of the area. The looks of the office. The type of business the company is involved in. Anything that can help you interest them. All this helps you to plan a presentation that will be of interest to the customer.

HOW CAN I INCREASE THE NUMBER OF CLOSES I GET IN RELATION TO THE NUMBER OF PRESENTATIONS I GIVE?
Practice your selling skills. Close early and often. Do not be afraid to ask for the order. Practice closing techniques. If you are not closing sales you are failing. A sales story is just that, a story until you close.

HOW CAN I INCREASE THE DOLLAR VALUE FOR EACH MINUTE OF MY SELLING TIME?
Sell higher priced merchandise in greater quantities by reviewing your line to fit his needs.

HOW CAN I INCREASE THE NUMBER OF REPEAT SALES I MAKE ?
Increase the number of calls to existing customers. Increase the frequency of calls to these existing customers. Increase your base.
(Refer to my blog dated July 22, 2009-Where to go to increase sales).

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

Please click the free preview @ www.basicsofsales.co and see how My DVD can change your life

HOW CAN I INCREASE THE NUMBER OF PROSPECTS I SEE EACH WEEK ?

HOW CAN I INCREASE THE NUMBER OF CALLS I MAKE EACH WEEK ?

HOW CAN I LOWER THE TRAVEL TIME I SPEND BETWEEN CALLS ?

HOW CAN I DECREASE THE AMOUNT OF TIME I SPEND WAITING FOR MY CUSTOMERS ?

HOW CAN I RAISE THE NUMBER OF INTERVIEWS I OBTAIN PER CALLS MADE ?

HOW CAN I INCREASE THE AMOUNT OF PRESENTATIONS I GIVE FOR EACH INTERVIEW I OBTAINED ?

HOW CAN I INCREASE THE NUMBER OF CLOSES I GET IN RELATION TO THE NUMBER OF PRESENTATIONS I GIVE ?

HOW CAN I INCREASE THE DOLLAR VALUE FOR EACH MINUTE OF MY SELLING TIME ?

HOW CAN I RAISE THE THE NUMBER OF REPEAT SALES I MAKE PER WEEK, PER MONTH, PER QUARTER ?

Having the answers to these questions will increase your sales and dollar volume exponentially. As I have often written and said, selling takes not only practice, talent and hard work. It also requires self examination and knowing what pertinent questions to ask so that when you find the answers you have a better chance at being successful.

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

Please click the free preview @ www.basicsofsales.com and see how MY DVD can change your life.