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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