Knowing the Desired Results

Before you sit down with your prospect, take a few minutes to visualize the outcome. Imagine you are shaking hands and both of you are smiling and pleased with the decision that you have decided to do business together.

Notice I said “decided to do business together” . When a sales person concludes a sale, they are not selling to, but agreeing to work together. Both benefit, but the client normally benefits far more than you as the sale person. Remember that and you’ll realize you are in a power position, not a subservient position.
During the presentation you’ll want to begin with a compliment. Choose something neutral about their environment, a picture or something in their office. It’s a neutralizer and will diminish their natural resistance to the sales process.

Notice I said “decided to do business together” . When a sales person concludes a sale, they are not selling to, but agreeing to work together. Both benefit, but the client normally benefits far more than you as the sale person. Remember that and you’ll realize you are in a power position, not a subservient position. During the presentation you’ll want to begin with a compliment. Choose something neutral about their environment, a picture or something in their office. It’s a neutralizer and will diminish their natural resistance to the sales process.

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