BASICS OF SALES

Your personal appearance is the first thing a prospect notices about you. You only get one time to make a first impression. There are no do overs regarding this. Your entire appearance is what the customer takes into account and, make no mistake it is noticed.

Fashion is a language of signs, it is a non verbal system of communication, that according to Alison Lure the author of "The Language of Clothes". She also states that the vocabulary of dress includes not only ones' clothing but also accessories, hair styles, jewelry and other "body decoration".

"Dress for success" author John Malloy, provides these dress rules for success :
If you are able dress affluently.
Dress more conservatively than your prospects.
Always be clean. (Yes that is what he said, evidently it was necessary to mention it)
Never wear anything that identifies a personal belief.
Dress at least as well as the people you are selling.

How's this for a dress code. Be well groomed. Clothes pressed and stain free. Shoes shined and hair neat. If this sounds overstated think about this, how many people have you observed who wore expensive clothes but looked as if they got dressed in the dark. Be particularly cognizant of your shoes. It seems some people are of the impression that shoes are not part of their attire. Make sure they are shined and in good condition.

In general, navy blue signifies authority, brown a lack of sophistication. Black demonstrates almost too much power; red calls the attention to the wearer more than the content of what he or she is saying. That according to Jay Conrad Levinson “Guerrilla Marketing.”

The first presentation you make before your presentation to your prospect is your personal presentation.
Let it work for you. Your appearance should be pleasing to the customer without attracting much notice or attention. Although the customer notices the way you present yourself it should not in any way detract from the message you are there to deliver. Anything that takes the customers' attention away from what you are saying is not a welcomed distraction. What I do not know and that is plenty, I try to get out of books or off of what I consider reliable and dependable sources. I use it not only for personal gratification but in my selling.

Open yourself up to everything you can to extend yourself and your outlook. I then like to see how the new things I come in contact with can help My selling.

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 increase your selling prowess. What you have read is just a small sample of what you can gain from My DVD.

The prospect who appears to be friendly and talkative can seem like the nicest person you know. Agreeable to a fault, and easy to get along with. He or She is so sociable that it is almost impossible to get the sale going in any direction and especially in the direction you want it. They talk endlessly about everything but the sale. So how do we get them on track without injuring this nice set of circumstances and making them feel uncomfortable?

Let these nice people talk until you find a good opening. They are relaxed so you be relaxed do not be overly aggressive, but take advantage of any pause they allow you and lead them into the sale. Be firm but subtle. Each time they stray bring them back, say something to the effect of “I agree” or “As I was saying” and lead them back into the sale. (Refer to my blog July 1st, under interruptions)

Try to tie the prospects own words with the sales story. “You said something there which ties in with exactly what I know will be of benefit to you”. Then make the correlation. (Remember it's always about benefits for the prospect) Make sure what you say then holds their interest and attention.

With this prospect you have to be attentive, assertive and clever. Take the opening when you get it and swing them into the sale and keep doing this until you have them on board and following you in the sales process.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

I hope reading this blog benefited you. It is but a small sample of the way My DVD shows how to build a complete sale for any product or service. Please click the The Free Preview @ www.basicsofsales.com and see how The DVD I prepared can start you on your way to a better selling career.

A variety of skills are needed to achieve the goals we want to accomplish in sales. How we use and coordinate these skills is the strategy we adapt to be successful. We must take the right actions dictated by a set of circumstances to make affective use of our strategy. Although we can't predict why certain things happen during a call we can be prepared for what actually happens if we had a planned strategy for most possibilities beforehand.

You can never be sure of what will happen during a sales call but you should try to control the events as best you can. The course of the sales call depends on many factors, the attitude of the customer, the disposition of the salesperson, and the set of variables involved. It is hard to predict what will happen on a call, but going into to it armed with a strategy can help you handle most of what comes up.

A sales strategy is a plan to achieve the objective of a successful close. To develop a strategy you must understand each selling skill you posses, and when to use it and the result you want to achieve. As salespeople you should know how these various skills blend together. How one thing leads to another in the sale. How does the general benefit statement lead to probing and agreement and support statements. How do all of these lead to the close?

Think through the possible situations you may encounter on a call. You probe for customer needs and answer those needs. What do you do next? Where do you lead the customer?
What is your strategy?

Besides using your sales strategy to respond to immediate customer responses you can also use your strategy to plan ahead in the call. If you have called on this customer in the past you should have an idea from their previous answers and reactions what to expect from them on your next call. You can use that information to try to anticipate what doubts a customer may have and what benefits they are interested in. If you know what to expect you can anticipate the most effective strategy to use. This will increase your choices to respond to customers in the right way and make sure the call doesn't end prematurely.

You can handle any sales situation if you have these skills at your command and know how and when to use them. Remember circumstances dictate which skills are used. Once you have thought of all the possible sales situations that you may encounter, and are comfortable with your skills, you can now put to use the strategies you have adapted to face your customer.

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 complete sales course can benefit you. This is just a small sample of the parts necessary to build a sale.

The person who is egotistical and opinionated, knows that he is smarter than everyone else and no one can convince him otherwise. His attitude “ no one can sell me, when I'm ready, I buy.” He knows what he wants and needs and he knows what you are going to say and do even before you present it to him. He is superior in his judgment and opinions. He dislikes any advice or suggestions from you or anyone else for that matter.

In his opinion he is better than you the salesperson. He speaks to salespeople in a condescending manner and gives you half his attention.

Here's How To Sell Him:

1-Flatter him and defer to him as if he really is as smart as he thinks he is. Play to his ego.

2-Try addressing him as Sir. Do it subtly. Be serious with him.
Always look straight at him, eye to eye. This is important, it shows him you take him seriously but you are not afraid of him. Although he is in command, he feels he has found someone who appreciates him and his positions.

3-Get his opinions and outlook on things. Let him make suggestions like he is leading you .

4-Give him credit for his suggestions and let him sell himself.

5-Keep your suggestions in line with his and his preconceived notions.

Let Him sell Him ----- Only thing is you get the money. He can have the credit.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

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Buy one get one free that is a substantial savings. I was selling in the medical field. We had a good portion of the business but we still had competition to contend with. Every so often the competition would take a run at us with a low price position or by giving product away by offering a buy one get one free special Now our product cost more to begin with and buy one get one free offered a significant savings. What to do.

The company had a plan which they presented at a special meeting. Go see all the customers, mention the fact that the competition hadn't been around as long as us and that price is never the most important thing. Get to them right away and bang away on all our strong points.
One problem I perceived, how do you tell people buy one get one free is a bad deal. I didn't think the company answered this with their plan. I had a different plan which I put into affect without rocking the boat or setting up a versus with the company.

I handled my calls in the usual manner and took care of everything that needed doing. What I didn't do was go on the defensive. When my customers mentioned the special I agreed that saving money in any capacity was advantageous. I didn't say the deal was good I simply stated that savings in any capacity was good. How can you argue against that.

I did mentioned to my customers about the quality of our product and the relationship we had built on the reliability of that product. I then asked the customer “what are you going to do if those who are to use the product don't like it? Can it be returned? I planted this seed in all the relevant areas of the hospital that would be affected. I then went to my sales manger and asked if we could take the competitive free case out if they didn't like it and replace it with one of ours. He okay ed this. But it never came to this. I held this in reserve in case I needed it.

The people using the competitive product didn't like it. They had bought a goodly amount and they decided to keep the free product and return the product they paid for. This created an insurmountable problem for the competition. The negotiations back and forth were brutal. The customers didn't want to pay for something they didn't like – the competition didn't want to give product away for free and then accept product back that wasn't paid for. The competition finally relented because they didn't want to loose the entire account, there were other areas' of the competitions' company involved in other areas of the hospital. They could loose a substantial amount of business. They tried their big push and it failed.

Some times you have to lay back and let things play out. Do not panic, don't over react. Formulate your own plan you know your accounts and how best to handle them. If you have a superior product along with great delivery and customer service and a long great relationship built over the years with dependability and reliability rely on this, lean heavily on it. Give things time to work themselves out. Price is about the fourth most important thing to a customer, most are interested in having what is best. Most times in the long run all these positives will carry you through if you stay steadfast and do not panic.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

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The skeptical person is who does not believe a thing that any salesperson says or anyone else for that matter. Aside from the obvious he is also difficult because he does not say much or disclose much. It may not even be a salesperson thing. It may be a life thing. A combination of experiences and disappointments which has brought him to this state. Whatever the case, he is what he is and it is you who must handle these traits to be successful and sell him.

Strategy
Start off by getting him to agree on minor points. Anything from the weather to minor points about your product or service. Then move from those minor points and expand the areas of agreement. This takes a bit more time. It must be done so as not to put him on the defensive. He must not be aware of what you are doing. If you do this correctly it is very hard to detect.

Definitely, do not exaggerate. Make your points more understated, believe it or not this will build his confidence in the interview. Understated points often give you more of a respectful aura from this individual.

Lastly overwhelm him with evidence, proof of satisfaction from users, people in industry that he is familiar with, or if possible people he knows.

Most people who are skeptical have a right to be whether they are correct in that skepticism or not. It is their nature. What is important is that you recognize it and deal with it properly. Be patient, let him agree with you first on minor points. Don't exaggerate, and offer proof.

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 purchase of My DVD can teach you how to sell all types of prospects and increase your sales exponentially.

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To try to sell a prospect it helps to know what prompts that prospect to act, and how that prospect thinks.
Unless you mold your sales ability to meet the buyers viewpoint, you are not going to make the sale. You must sell the person on the benefits of listening to you. Convince the prospect that you are not there just to sell him, but also to help him satisfy a need and be of service to him.

Once you gain a persons confidence his judgment will come next. Once you give a person something that is of value to his business you peak his interest.

Each of us, customers included, posses motives which prompt us to buy. These buying motives which I am going to discuss do not necessarily come from our logical side but can also come from our emotional side.

1-Following The Leader – These business people like to model their buying patterns after leaders in their industry. They tend to go with proven results that put them in the realm of the top echelon in their field.

2-Convenience – Many people like to do their work with the least amount of effort. Do not confuse this with being slipshod or lazy we are talking effort. Saving mental effort has strong appeal. How many times do you hear or use the word convenience. It is a strong emotional motive.

3-Being Noticed – What you offer in a product or service that is better than what is presently being done may help catapult your customer to being noticed in the company or better still being promoted.

4-Being Current – Showing how your product or service will put your customer in step with the latest technology in the field relaxes them and they consider themselves up to date.

5-Relaxation – Point out how having what your presenting will lead to more free time for the decision maker to relax. Make sure you present it as not more time to do nothing but more time to relax and distance themselves from pressure.

These are just the culmination of my thoughts, my experiences. There are so many more that others may point to, they too will undoubtedly be valid. Not everything in life or sales is done logically or based on what is proven or known to be fact. This is an attempt to make you aware of the fact that just because something is right or logical a customer does not have to choose that path. We all have emotions and emotions enter into decision making in sales.

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

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You have the answer to an objection, but if you do not present it in a believable way, you will have accomplished nothing.

How you answer an objection is as important as the objection itself. When you are conversing with someone their reply is a matter of course. The conversation flows naturally and you do not pause to think about each and every thing that is said. It has a flow to it that makes it easy and natural. This is the same manner in which an objection should be handled. Objections should be handled naturally and in a conversational tone.

The way you answer is as important as the answer itself. Your answer should give no hint of being rehearsed or rehashed. Answers to objections should not sound like a sing song jingle. Objections that are not just idle comments must be answered directly and immediately. The answer must sound sincere and factual. You must bring a sense of believability to the equation. Look the customer in the eyes and impart a feeling of confidence and knowledge. A sense of authority should be displayed in your voice and manner.

After determining whether the objection was sincere or just an idle comment. Repeat the objection to make sure you have understood it correctly. Answer it by calling on your knowledge and experience. Be sincere and impart the feeling that the objection was astute and worthy of an answer.

Treating the prospect and the objection in this manner is the reason why people gain confidence in you and build up a reason to buy from you.

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

Please click the free preview at www.basicsofsales.com and see how you can become a top salesperson in one hour when you watch, listen, and practice what I set forth in My DVD. It has a money back guarantee and I will answer any questions you have after purchasing it.

You have just been hired. You have been given some training. Perhaps you were even given structured sales training. You are assigned a territory and the Company says: “go get em”. Now what. How do you start to make your quota and earn some money? How do you start? What do you do?

To begin with you can talk to the person who had that territory before you if they are available. You can get opinions from seasoned salespeople or your mentor if you have one,or you can go and hit the ground running and see how things turn out. Or if none of these options are available you can rely on old reliable, Yourself.
I myself am a great believer in being organized, being prepared, and setting parameters. So let's peel back this artichoke and see what we get.

1- First and foremost there should be some paperwork you inherit. Read it carefully familiarize yourself with it and make sure you understand it. Write down any questions you have and try to get answers. If no answers are immediately available, make a list and get the answers as they become available to you in the future.

2-List all the customers you have and rate them according to sales.
These sales are what make up your quota and surpassing this quota is what makes you money.

3- Next determine how many times you have to call on a particular account to get the results you need, (an old adage 80% of your business comes from 20% of your customers). So now you know the dollar amount you need from each customer and the frequency with which you have to call on them to get that amount. Sometimes more calls are needed than you think necessary because the customer wants to feel satisfied by seeing you more often. Oblige them if time permits and they are worth it, but always make sure you find a way to satisfy them regardless of their size or worth.

4-Figure out how much business this gets you, and if it is not enough, figure out where to get the rest. You might have to open new accounts to supply the rest of the dollars you need.

5-Ask your company if there will be a price increase in the coming year, and when. This will yield additional dollars.

6-Find out if there are any new products or services forthcoming so you can figure out how much this will yield and add to your figures.

7-Get in touch with salespeople selling products to your account that your company resells. This being the case, ask them to give you better training in those products so you can increase your sales.

8-Make use of any tools the company offers to help you get additional business, pre printed letters, appointment cards, any specials, short stocked merchandise that is specially priced, rebates, coupons,
contests, prizes offered, etc.

Lastly, and throughout your entire selling career remain flexible. Every thing in life is subject to change. Sales is no different. Today's best customer may be gone tomorrow through no fault of your own. Always be aware that your business and industry are in a constant state of flux and you must adapt to this to remain competitive,be successful and make money.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blog offering sales tip

Please click the free preview @ www.basicsofsales.com and see how the program I developed could help make you a salesperson even if you have had little or no prior sales experience, and if you currently sell it can prove most beneficial. $25 dollars is all it takes. Watch the free preview.