Tips on Prospecting - The Art of Salesmanship

By Frank Eckert

When you are trying to sell anything you meet so many different people. Everybody has their own needs and wants. A good salesperson will supply their needs and wants on the same sale. Unless you are working in a retail establishment, you are working on your own. What you earn will be hard work at first but in what other job do we get paid while we are learning?

1. Spark their curiosity. Let the customer use their imagination on how to use the product. In most cases too much said, can lose a sale.

2. Find a common ground in which you can communicate. Talk about other things, rather then going straight into the sales pitch, which also called a power line.

3.Emanate cool, calm and collected. Be in control, but enthusiastic, while creating you own style.

4.If they are not interested, move on.

5. Remain excited by the word no. The slight edge reminds us it takes 99% effort to get 1%.

6, Make goals daily and weekly. Don't just stay on the territory only. Spread out, meet 5 new people a day. These can be your new or future prospect. Try and get a business card exchange and set up an appointment to call them on a specified date and time.

7.You are in training. By the time you know what your doing, you should be earning some commission.

8. Set up and Follow up. Get telephone numbers, ask for referrals from people you know. Keep all appointments that you make. Otherwise you lose all creditability.

9. Keep in touch with the people that said no initially. Do a followup email thanking them for their time. This gives you a second chance to sell yourself, not the product. Remember they said no to the product, not to you.

10. Critique your work habits. Are you consistent? Are your following through? If something isn't working, alter it, keep trying. Try to learn from the best in your organization.

As we work in sales we question ourselves due to the negative atmosphere of hearing the word no. Turn those noes into a lesson, on what could you have done differently? Were you aware of the clues or behaviors that the prospective client was giving you. Think of the job as a puzzle. Keep each piece out until you have learned it. Slowly you will learn and earn each piece of that puzzle until it is complete.

Don't take your job personally. Know that tomorrow you will be better prepared, more confident with each passing day. I wish you much prosperity in this interesting field.

Thank you for reading this article frankeckert@cox.net

Article Source: http://EzineArticles.com/?expert=Frank_Eckert