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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