BASICS OF SALES

Planning is helpful for no matter what you do in life. It helps make the unforeseen clearer and easier to handle. It is a starting point and a measuring stick all in one. Trying to get an appointment over the phone involves planning and then putting that plan into affect.

PLAN THE CONVERSATION
Plan what you are going to say. Write it out then read it aloud the way you are going to say it over the phone. This process eliminates awkward hesitation, forgetting anything or repeating anything. This will also add assurance to your words and they will come out with a sense of spontaneity if handled correctly.

CAPTURE INTEREST IMMEDIATELY
This has to be done in under a minute. This allows no time to be wasted. Your whole purpose is to make the prospect curious enough to give you an interview, so get to it at once. Avoid pleasantries and generalities without appearing rude or overbearing. Be businesslike and get down to business as quickly as possible.

SAY ONLY ENOUGH TO AROUSE INTEREST
It is best to explain exactly what you want to talk about and get into it immediately. Be specific, save the facts for later.

NEVER MISRTEPRESENT ANYTHING JUST TO GET THE INTERVIEW
Not only is this unethical and wrong, but it always leaves you vulnerable at some put in time down the line. If you misrepresent anything, when it is discovered you are through.

BE PERSISTENT BUT WITHOUT APPLYING NOTICEABLE PRESSURE
Be direct and businesslike. Be persistent, but in such a manner as to not appear like you are overbearing or pressuring people to an unwonted degree.

MIND YOUR MANNERS
You are after all speaking to another human being so relax and enjoy yourself.

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

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Common sense has a lot to do with our success in life and our well being. In the profession of selling if you possess disconcerting habits you will not be successful, and you would also be operating without using your common sense. You can not be performing disconcerting personal habits and be using your common sense. This is especially true when selling over the phone.

People can sense things while you are talking to them over the phone as if they are looking right at you or are standing right in front of you. They can sense if you are smiling, angry, preoccupied or harried. Using your common sense and avoiding these disconcerting things should go hand in hand. Some things to avoid while speaking on the phone are the following:

A- Drinking between sentences and phrases on the phone is a no no. It strains continuity and the basic flow of the conversation. Smoking should never be considered while speaking on the phone.

B- Hunching your shoulders to keep the phone by your ear can affect both your speaking voice and your ability to hear.

C- Try not to talk within range of heavy background noises. This may not always be possible but if you can avoid doing this it is definitely a plus. A noisy background is both a distraction to you and the person on the other end.

D- Try never to put your hand over the receiver to converse with another while the prospect is talking. Once again this may not always be possible, but it should only be done under the most stringent circumstances.

E- If you feel the call was unsuccessful refrain from slamming the receiver or making any unwonted remarks. The prospect may have some after thoughts and still be on the line and this will definitely kill any chance of success with this prospect in the future, and it also will not help your mental well being.

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 $25 DVD can change your life.

Everyone in the office you are calling on and connected with your customer in the minutest way deserves your attention. They should be treated as businesslike as you are capable of. As long as people are a part of your customer's staff they should be treated as part of those variables that must be handled to make a sale. You never know who can affect the outcome of your sale. That unassuming person behind a desk may be the daughter, son or relative of the owner. Impossible? Do not bet on it. The moral. Treat everyone as businesslike as possible, and never but never discuss one person in the office with another.

Even if you have been calling on an account for a prolonged period of time, it pays never to be too familiar. Friendly, accommodating, helpful,yes. But never over bearing or overly familiar. What you consider innocent or harmless behavior may not be interpreted as such by others. Even if you think you know the account, you are not there all the time and consequently you can not be aware of changes that occur with personnel in that office. Innocently talking to one person who is at odds with another can cause you problems, even if you are not intending any harm.

Office politics can be as problematic to you as competition, product failure or bad service on your company's part. Anything can affect your ability to sell. Granted you can not be one hundred percent aware of all the things that can affect your sale. You should however not go out of your way to become a part of any office problems even if you are in no way related to them. Stay aloof. If you think there are office politics at play be helpful and conscientious with the office staff, but remain detached as best you can from whatever problems you may perceive.

Sales result from satisfying the needs of customers with the benefits of the features of your product or service. This along with good service and a conscientious effort by a salesperson' company towards the customer is what makes a sale. It is those variables that one does not even consider or even think of in the foggiest terms that can also affect a sale. Although no one can be aware of all these things, try not to put your self in a position where you can be connected with unpleasant events, even in the remotest way and through no fault of your own.

Aside from being a capable salesperson, you also have to be lucky.

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 $25 DVD can change your life.

One thing we can all agree upon in sales is that we meet all types of people, and that they will run the gamut of human emotions. Persons that are easy going, quiet, guarded, etcetera. To be able to sell someone you must first recognize the type of person you are talking to, and what their traits are. You must observe their words, actions and appearance.

One type of a person can appear to be nervous and high strung. This person never seems to be paying attention or being alert to what you are saying. He always seems to be frowning and appears easily annoyed. He never seems to give you any type of information and is constantly guarded.

To sell a person like this you must be extremely patient and tactful. Let him do most of the talking and above all remain calm in your manner and appearance. Let him know you are listening intently and always maintain eye contact. Use suggestions to influence him and never openly disagree with him. Try to become his partner so you both can find answers to his needs.

Soothing him is the key. Talk quietly and be deliberate. One partner to another. Never let him get the feeling that you are aggressive. Let him get the impression that he is in control and that the buying decision is his even though you lead him to it by doing your part extremely well.

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 $25 DVD can change your life.

To sell prospects you have to know what prompts them to act and think the way they do.

You must shape your sales ability to meet the buyers viewpoint in order to make the sale. You must sell the person on the benefits of listening to you. You must convince the prospect that you are not only there to sell him but also to help him satisfy a need. Convince him that you want to 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 their business you peak their 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 also 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 is it that you offer in a product or service that is better than what is presently being done. This can 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 will 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 some of my thoughts and experiences. There are so many more instances that can be pointed 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

Please click the free preview @ basicsofsales.com & see how My $25 DVD can change your life.

When you make a presentation to a prospect you must be aware of their reactions and what appears to be their hot buttons. Once you are aware of this, you must concentrate on the following points that will make your presentation hit home.

A- Use your voice to add emphasis.
The inflections you emit with your voice should emphasize important points. It is your voice and your gestures that must send home important points much like an exclamation point or bold type type in the written word. Voice inflection is the first order of business when you want to differentiate the common from the important.

B- Use pauses and change of tempo to emphasize points you want to stress.
Tempo is defined as the rate of speed at which a passage or speech is delivered. A pause during the deliverance of a passage adds emphasis to what one wants the customer to remember. It is a break in timing that causes the customer to notice a difference in the way the presentation is being handled. It causes one to take notice.

C- Repetition of a point to give it greater force.
Repetition of a point indicates importance. It calls attention to the fact that when something is repeated it must be important. Repetition causes the ear to stop, hesitate and pay more attention.

D- When you notice a spark broaden it.
Once you think you have created solid interest in a point make sure you emphasize it and add to it with pertinent facts that are meaningful. This is the hot button you should always be searching for and be ever aware of. So when you think you have found it, run with it and emphasize it.

E- Make your summary hit the high spots.
Summarizing is the repetition of agreed upon points. It reiterates what the customer has agreed upon and has accepted as beneficial to him. Make sure all the important points are mentioned and stressed. Dwell on them and bring them home. This sets up the point from which the close is started. Summarizing is among one of the best ways to start a close.

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 $25 DVD can change your life.

When you are making a presentation try to be aware of any helpful signs that the prospect provides you with. Try to recognize them as quickly as possible and act upon them. Emphasize those points in your presentation which your prospect exhibits the greatest reaction to. If he seems impressed when you mention a certain feature, act as though that feature is especially important. By doing this you will then coincide more closely with his strongest buying motives.

The prospects reaction to certain things you mention makes his hot button more readily identifiable. Be ever aware of his reactions to everything you think important. Ask questions at the apropos time and at the proper intervals and make sure he understands the points that you are making. This process will also help you uncover his needs. Even if he is close-mouthed he will show signs of agreement that will serve as your cue.

Use the following techniques to stress salient sales points and benefits within the framework of your planned presentation.

A- Use your voice to add emphasis.

B- Use pauses and changes of tempo to emphasize points you want to stress.

C- Repeat a point to give it greater force.

D- When you see a spark-add fire to broaden it.

E- Make your summary hit the high spots.

Good presentations make sales. Recognizing the prospects reactions during the presentation makes the path to the sale easier.

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

Click the free preview @ www.basicsofsales.com and see how My $25 DVD can change your life.

Confidence in a salesperson should never be confused with arrogance or being boastful. Never overwhelm or run over your prospect. You want to draw him to your point of view through a strong expression of assurance.

Do not knock your competition. Not only is this in bad taste but it also reveals a lack of confidence and what may be be perceived as a bad side of your character. Gain stature by welcoming comparison and emphasizing the strong points of your product and company.

Show loyalty to your product and company when customers question it. Your loyalty to your company will translate into confidence by the customer towards your company if you handle in correctly.

Keep enthusiasm high. Most customers like enthusiasm if it is not overdone. Enthusiasm puts life into your presentation and also gives the perception to your customer that you are interested in your work and you enjoy it.

Be sure you stick with the facts. Your sincerity will help break down the barrier of strangeness and win his confidence.

Be alert and eager to serve your customer and make that clear to them. Buyers like to deal with salespeople who follow up on details and offer helpful advice and are there when needed.

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 $25 DVD can change your life.