June 11, 2010 by Ken Dooley
Posted in: closing, communication, In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, negotiating, sales management, Sales meeting ideas, training
Despite all of the technological advances in recent years, the basic rules of selling remain the same. And it’s a good idea to constantly remind your salespeople what they are.
- Your ability to control and direct your prospect’s thinking is directly related to your ability to control and direct your own thinking.
- Your prospect’s enthusiasm for your product or service is a product of your enthusiasm for your product or service.
- Your ultimate success in sales depends on your ability to locate qualified prospects consistently.
- If you can only master one skill in selling, become a master prospector. Being great at prospecting will go a long way in providing you with future success.
- Judge your ability to give a good presentation by your ability to listen. You’ll sell more by listening than by talking.
- Determine what your prospects want, not what they need. Needs are logical; wants and desires are emotional.
- Closing a sale requires only one attitude, the will to win, and only one skill, the ability to visualize your prospect as buying before you close.
- Sales objections are as important to a successful sale as having a product or service to sell. Welcome them, encourage them and answer them.
- Sales records are a must — keep, analyze and learn from your records.
- Only one attitude separates winners from losers in sales — a service attitude. Your customers expect and deserve it. If they don’t get it, they’ll buy from your competitors.