1.When cold calling sell yourself and the appointment. Do not even try to sell your product or service. Your purpose for the call is to find out if there is a need for you product or service. If it seems likely there is, then make an appointment to introduce your product or service to your prospect.
2.You have two ears and one mouth. Selling is about solving problems. Solving problem is easy if you listen. Rule of thumb: listen at least twice as long as you talk.
3.Your prospect is more interested in themselves and their problems. Most really do not care too much about you and what you have done. Give your prospect time to talk about them and you will have ample opportunity to find out the real problems, needs and wants and what you need to do to make your prospect desire you, your service or product.
4.At your first appointment find out if the prospect can make a buying decision. A simple question like "is there anyone else involved in the decision making process"? works great. If there is, ask if they can be included in this and further meetings. Doing this one thing at every appointment will save you hours of wasted time selling to someone who can't buy!
5.Dig, dig, dig. Find out what the real needs and wants are. Never ever invent one, you will have a reluctant buyer and a difficult client for the life of the product or service. You will also start to make a name for yourself and company as hard or pressure sellers. This is now treated like a contagious disease in the business world. Once tagged with this label you need to find another career or move on.
6.Ask for the order. So many times sales people have the order and then talk themselves right out of it. Once you have asked for the order and they say yes. SHUT UP. Stop selling. Enjoy the feeling of success and use those positive energies in providing the best possible after sales service you can.
Enjoy the day and if selling really is your destiny, the journey will be wild, amazing and very, very profitable Read, learn and reap the rewards!
After 18 years in the Royal Navy followed by 5 years in the police force getting into a sales role was totally accidental.
I found it hard to understand the sales jargon and the dynamics of the sales process. The end result was that whilst I had a natural ability to speak to people I still did not understand how to sell. Selling your way to Success was written in an easy to understand jargon free manner for a broad spectrum of sales people.
Article Source: www.businesshighlight.org