The most important rules of selling

The Forbes magazine had experts to provide selling advice, what a sales person should do to be successful, but also what should they avoid doing. We have selected for you the most important advice.

What salespeople should never do

  • Don't break any etiquette rules during phone calls or personal meetings.
  • Do not try to read your customer's mind or make quick conclusions.
  • Do not be negative. Think of failure as a source of lessons for next time.
  • Avoid inappropriate topics. A good example is a conversation about politics.
  • Do not play too clever. If you do not know something, admit it.
  • Do not rely on your phone as the only source of clients. They may have different preferences.
  • Do not put unnecessary questions. For example, those which can be easily read the Web site of the client.
  • Do not be defensive. And especially not in a discussion about the price.
  • Do not get too comfortable. Never stop looking for new leads.
  • Take your time. See the second item on the MUST-do-list.

 

What sales people MUST always do

  • Focus on the right group of people. Too often sales people waste time in the wrong place.
  • Always be well prepared. What looks simple on the outside, in fact conceals toil. But the preparation will pay off.
  • Ask questions.
  • Listen well.
  • Present value. Show the client what they actually can get - especially compared to the competition.
  • Focus on solutions. Help the client.
  • Put yourself in the client's shoes.
  • Be honest.
  • Ask for what you want. Whether it's a meeting or closing the sale.
  • Follow up.

 

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Article source Forbes.com - prestigious American business magazine and website
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