Category: Sales

To Be or Not to Be

I started out in the service side of business and was given an opportunity to go into corporate sales while working for a Fortune 500 company.

Back story: I had spent two years on the road installing computer systems in five western states when I woke up one day not knowing where I was or where I was supposed to be.
I did think to call my boss to ask for his help and he told me I was in Denver and needed to be in Colorado Springs in an hour even though it was a 90 minute drive in snowy conditions.
I jumped into the car and after driving for about thirty minutes I realized something didn’t seem right. This was in 1978, so I didn’t have a cell phone. I pulled into a gas station and asked for directions. I was smugly informed I had gone the wrong direction and now I was two hours away from my destination.
When I finally arrived at the clients office I called back to my office and informed my boss I would have to resign. He asked for me to come into the office on Monday to talk about it.
When I arrived at the office the National Sales Manager was there waiting to talk with me. They wanted me to go through their sales training program and take over one of the local sales territories.
Most people would have jumped at the opportunity, but I was more than a bit leery of sales consultants after seeing their shenanigans at trade shows.
I went home and thought about it for a few days and decided to follow my husband’s advice. He told me the experience would be priceless and would help me the rest of my life, not to mention the base salary income potential was nearly three times what I had made in the service position.
The Results: My first sales call was with a manufacturer of medical diagnostic instruments. I spent two days preparing for the presentation and developed an elaborate cost justification proposal for the $40,000 system I was proposing.
My sales manager had me go solo, I suppose as part of my training, and he had very little to offer in the way of advice.
I walked into the meeting and after a few polite exchanges I presented my beautifully typeset proposal, with graphics, to the client. After slightly more than an hour he leaned back in his chair and asked if I could wait for a few minutes. What choice did I have?
When I returned to the office after two hours, my sales manager and the rest of the sales team greeted me at the door.
“How did it go?” he asked.
“Just fine.” I offered with a deadpan delivery.
“We thought if you had to present to the most difficult of all your potential prospects first and got it out of the way, everyone else would be easy for you. We’ve been trying to close them for two years.” he offered.
I sat my band new soft leather sales briefcase down on the receptionist desk, opened it and pulled out the purchase order for $42,000 and handed it to my sales manager.
With a quizzical look he said, “I’ll be damned!”
What I did was think like the client rather than trying to sell to him. I knew what he needed to be more efficient, productive and reduce the stress of the time consuming process they had been doing.
Results: Ten years later, after achieving some of the highest awards in the Fortune 500 company, I found myself teaching courses on selling to needs and personality requirements. My clients saw as much as a 50% increase in their sales volumes using these techniques.
And now, I am proud to be in sales and love showing others how to sale what they are passionate about while getting the best results.

Sales Expertise

There are many ways to go up for sale but depend on the same skill that posed.  And accordingly that all of these are skills and not talents:  talents are inborn but skills are learned.  Everybody can learn to be an effective salesperson and become successful by following sale steps.

Maintaining Self Confidence

An effective valuable skill as an entrepreneur can set up. The reason is that all are based on consistency because if other sales The reason is that all are based on consistency because if other sales skill listed but always say “no” and not applied, the time you encountered the prospect and there not in the mood  be motivated to talk to them again even if they refuses at first by next time they might be interested and eager to purchase.

This self-confidence might not end with consistency but in believing in yourself, your product, the target will be interested and believe as well. Confidence will   be a tool to a good result of approach which is better on selling.

Good Listening

Most businessmen are natural communicator. Sadly even a superb speaker will exclusively get to this point whereas not having enough degree of listening. Having time to boost your prospect queries and very hear the answers shows respect for them, and provides you a clearer set up of what they have. Therefore but are you ready to tell if you’re doing enough listening? sequent time you could call an occasion, raise AN open-ended question then hit the mute button and leave yourself silently for a minimum of a second (or until you are absolutely positive the prospect is finished). By forcing yourself to close up, you may notice directly but strong urge to leap in and say one issue before the prospect has stopped talking.


Emotion plays a serious role in sales. There is Associate and recent speech that “features tell, edges sell.” options are the facts concerning your product or service; edges are their emotional connotations. As an example, a 1/3 rate on a MasterCard may be a feature… having the ability to save lots of cash whereas shopping for the items you would like may be a benefit! Power is that the talent that enables you to convey these emotions to the client. If you’ll create your prospect feel however nice it’ll be to have your product and the way a lot of their life is improved after they have it, you’ll sell it to them.

Building sturdy Relationships

This sales skill is simply as vital to a businessmen vocation because it is to their personal life. Building and maintaining healthy relationships is that the key to developing a powerful network. And networking can permit you to achieve way, way more prospects than you’ll manage on your own.

Remember the speculation of “Six Degrees of Separation?” maybe you are attempting to achieve the choice maker at a significant company however you do not understand anyone UN agency works there. A decision or 2 to your network contacts yields somebody UN agency is aware of somebody UN agency works for your target; armed thereupon person’s name and direct telephone number, you currently have access to the prospect.


Even the most effective employee could be an add progress. You’ll perpetually realize the simplest way to develop your skills, work on your pitch, and learn a lot of concerning the product and services you sell. However the drive to perpetually improve yourself has got to come back from inside. Your manager may direct you to form some changes if your sales begin to plummet, however if you’re perpetually operating to become a much better employee you’ll begin acting on the difficulty before it affects your numbers.

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