Selling at a Glance

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from publications by Donald Moine and Ken Lloyd, Robert Miller and Gary Williams, Doug Stevenson

As sales is the final stage of all forms of business, and is where profits are realized, it represents a major challenge for both businesses and individuals. If this stage isn’t handled properly, all the effort spent on product development and marketing planning will have been in vain. How does one guarantee success in this vital areas? The key lies in the 11 basic principles of sales success, as well as the ability to make judgments and respond to customers in real time.

What separates sales superstars from average salespeople is not merely high sales figures and commissions, but also the development of a successful sales attitude, which includes pride in one’s profession and a sense of mission. By starting with the right attitude and then undergoing professional training and preparation, becoming a sales superstar is an attainable goal.

After developing the right attitude, the sales superstar must make choices about professional training and preparation. Fundamental skills include assessing what decision-making category customers belong to, as well as what strategies to use in handling each category. Only when armed with these skills can deals be closed and sales targets achieved.

After learning how to assess a prospect, next on the agenda is honing one’s presentation skills. Whether in meetings or seminars, sales personnel must rely on their speaking skills to convince customers to buy. Presentation isn’t necessarily a laborious task — with the right approach, mutual trust can be established with a minimum of time and effort. And becoming a good storyteller will make you a better presenter. When face to face with a customer, what better way to attract their interest than by trelling a good story. Stories are the best bridge between salespeople and customers.

With the right attitude, well-honed skills and quality produicts, even mediocre sales personnel can greatly improve their sales ability.