Achieve Execllence In Sales Essay Research Paper — страница 3

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“Your product looks pretty good, but I?ll have to give some thought”, you should quickly jump in and ask him what specifically about your product does he feel he needs to give more thought. Let him explain, and that?s when you go back into your sales presentation and make everything crystal clear for him. If he still balks, then you can either tell him that you think he product will really benefit him, or it?s purchase be to his benefit. You must spend as much time as possible calling on new prospects. Therefore, your first call should be a selling call with follow-up calls by mail or telephone (once every month or so in person) to sign him for re-orders and other items from your product line. 6. Review your sales presentation, your sales materials, and your prospecting

efforts. Make sure you have a “door-opener” that arouses interest and “forces” a purchase the first time around. This can be a $2 interest stimulator so that you can show him your full line, or a special marked-down price on an item that everybody wants; but the important thing is to get the prospect on your “buying customer” list, and then follow up via mail or telephone with related, but more profitable products you have to offer. If you accept our statement that there are no born salesmen, you can readily absorb these “commandments”. Study them, as well as all the material in this report. When you realize your first successes, you will truly know that “salesmen are MADE – not born”.