You Can Sell

have recently come up with a unique machine that can save you twenty per cent of your running

The answer is, This is about increasing productivity

1.What you want to achieve.
2.How you expect to achieve it.
3.Target date to achieve it.
As you read this book, keep a notebook handy. Divide it

.Buyers want to be able to trust their suppliers. Be cognizant of the fact that it’s trust that breeds loyalty.

It c

ejection. Whenever a good sales professional sees or hears rejection signals he realizes that there is a lack of interest from the prospect and he needs to take a decision either to resell, reschedule or remove himself from in front of the prospect. One needs to be sensitive to both verbal and non-verbal signs. Upon observing rejection signals, a salesperson could say something to the effect:

6.Overall grooming – Professional appearance. You find professionals wear clothes that are not too trendy. They dress conservatively. A financial planner or banker would generally come in a formal suit or if it is too hot for the jacket, he would come in formal trousers, shirt and tie. He would not be dressed in jeans and sports shoes.

Be observant about body language. It will save you time and increase your chances of closing a sale.

VERBAL

OW MUCH INFORMATION SHOULD YOU GIVE TO YOUR PROSPECT?
Do you want to make your prospect an expert in your product? The answer is: no, of course not. You have put a lot of time and effort in learning your trade. You are not looking to transfer all your knowledge to your client. Why should you?

A sales professional’s job is to educate the prospect only enough to help him make an intelligent or an informed decision. Giving too much information is another barrier in sales. Keep in mind that making a presentation is like performing on the stage. You are looking for a standing ovation, which is the measure of the quality of your performance. In a sales scenario, the measure of your performance is the prospect’s decision to purchase.

It is the obligation of a salesperson to make sure that the prospect’s time is well utilized. The prospect has done you a favor by granting you his valuable time. It is, therefore, your obligation to make sense.

TAKING NOTES
I would like to elaborate on why taking written notes is important. It shows seriousness and that you are not relying just on memory alone. The non-caring person hears eight or ten points and thinks he will be able to recall and address all of the issues. It is only human that we may remember most and forget a few. Hence, what have we done? An incomplete job. Just analyze the above. Does this happen? Do people behave like this? The answer is yes. What kind of attitude does it show? In my opinion, an unprofessional and non-caring attitude. A caring person would ensure

A cardinal rule for a good sales professional – never give the price without establishing the perceived value.

Selling is nothing but the transfer of enthusiasm from the seller to the buyer.

good sales professional not only makes a presentation but he sells himself, his product, and his company in that order.