BASICS OF SALES

No one likes rejection, salespeople least of all. Unfortunately it comes along with the territory when you are in sales and it must be dealt with. Rejection for a valid reason is understandable. When the customer is truly busy it can not be helped. It is the constant ' matter of fact brush off ' that must be overcome and dealt with. You know the type, the customer who is chronically busy, knows all about what you are going to say, or thinks it is not in his interest to see and listen to you is the person you must learn to cultivate and find a way to see.

The answer to rejection when an interview is not granted is to sell the interview. Therein lies the first order of business before anything else can move forward. It is impossible to sell the product if the prospect is unsold on why He should listen to your sales story in the first place.

You must plan the sale of the interview ( the reason why he should listen ) the same way you intend to sell the product. It should be thoroughly planned and well developed the same way you would your sale. Work it up and and rehearse it. All the steps that apply to making a sales presentation should be applied to the sale of the interview. So many salespeople complain about not getting in to see people when they should be working on a way to give the customer a reason for seeing them. A reason to overcome all of the above.

Before someone listens to you, you must earn the right to be heard. Give them a reason to see you. Unfortunately too many salespeople skip over this important point and consequently never get to the point of selling the product. Before you can sell the product or service; you must first get in to see the prospect, and before that happens you must sell him on the reason to see you. Sell the interview.

Thank you
Joe D'Ambra
www.basicsofsales.com
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