Becoming the Best Salesmaker You Can Be - Part 3/3 Articles | Sales

By: Darren Williger

Just make the sales presentation, and rather than attempting a close, throw a challenge like, "I really can’t say, Mr. Client - after observing your responses to what I have said and demonstrated about my product, I am extremely uncertain as to the way this product can really benefit you".

Then wait for a couple of seconds, simply gazing at him and awaiting his response.  Then, begin putting back your sales equipment as though you are just leaving. In virtually every case, your difficult client will at once ask you why. Now these people are usually so pompous, that they simply have to show that you are wide of the mark. Once they begin on this angle, they are definitely sold out. The more unconvinced you appear regarding the product’s usefulness, the more will they insist that you sell them the product.

However, if you discover that the potential client has not taken the bait, then carry on with your packing and quickly take leave. There are a few people who are so sure of their own worth that you will be needlessly wasting time and effort in trying to talk them into buying.

5. Keep in mind that in selling, every minute counts! Hence, you must assign only a certain amount of time to each client. If a client asks you to come back the next week, or seeks to persist in telling you about related products, prices or past experiences, it costs you money. Master how to make your client develop interest fast, and desire your product, and after that methodically give a sales presentation and take it to a close, where he falls in line and takes out his checkbook.

Once you have made the initial visit to the client, you should be able to sell your product and collect the money. If you call on him again, it is simply for reorders, or maybe to sell associated products from the product line to him. This means that to label him as potential material, you can afford to come off without making a sale in the initial visit, but if you keep on visiting him just to sell him one unit of your company product, then it’s a pure waste of time. When he makes a reply like, "Your product appears quite nice but I need to think over it", you need to step in fast and inquire of him what particular area of the product does he think he should give due deliberation. Allow him to explicate, and after that you again return to the sales presentation and ensure every detail is clarified completely. In case he still is indecisive, then you have to inform him that in your opinion the product carries a number of benefits and purchasing it will be the wisest thing.

You need to spend a lot of time visiting new clients. Hence, your initial visit should be a sales call with personal follow-up calls via phone or mail (once a month) to sell him re-orders and also other products from the company product line.

6. Evaluate your sales presentation, the sales materials, and the efforts put into seeking out new prospects. Ensure you have an opening line that stimulates interest and pushes a sale in the initial visit itself. This can be in the form of a $2 interest arouser in order that you can display to him your complete line, or an exclusive reduction price on an article that everybody desires; but what is vital is to qualify the client as "potential", and after that follow up through phone or mail with associated, but more lucrative products that you can offer.

If you agree to our assertion that people are not salesmen by birth, you can unhesitatingly accept these "commandments". Reflect on them and also the other matter in this article.  When you taste your first success in sales, you will really understand that "salesmen are not born, but made".