BASICS OF SALES

If your objective is to become a high income salesperson you have to find a way to get bigger sales by finding bigger buyers. You should not fear anyone in an organization as being too important to sell, and any company as being too big to approach. As a young salesperson I heard this remark many times “You put in the same amount of time and effort to sell a big buyer as you do a small one.” Not only is it true but if you give it any thought it makes sense.

By being more creative in your thought process and practicing more perseverance and planning you can get a better payoff. It does not take any better sales technique or greater sales knowledge than you currently practice for your everyday accounts. So go for it!

In order to try to sell to bigger buyers, executives, or persons of prominence with more ease ---- Do not be afraid. Start calling on the big people and be fully prepared for each interview.

A- Do not be afraid
If you do not have the courage to seek out the big people in the account you will be relegated to being a small producer. Courage pays off tremendously when you approach a high caliber prospect. Do not approach the “Big Cats” unless you have full knowledge of your product and have full faith in your company. You also should have complete confidence in your selling skills. If you are confident that you possess these traits, then go get em.

B- Just start calling on decision makers
Go right to calling on important prospects, and after a few successful interviews your fear should dissipate.

C- Be fully prepared
Try to have a big idea to offer the prospect. This idea comes from your product knowledge and what you know about the prospect from previous calls. Before you approach the big guys proceed on the assumption that you know the prospect's needs well enough so that you know what to offer him that will strike his hot button.

When you put all of this together and start your story you will be so engrossed in it that you will forget your anxiety about speaking to Mister Big.

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

Please click the free preview @ www.basicsofsales.com and see how the program I developed can help you sell even if you have no prior sales experience, and it can also increase your sales prowess if you currently sell.