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How to be Successful in Sales (in Less Than 250 Words)

  • April 6, 2020
  • Written by Community Futures Meridian

Be well informed and knowledgeable – about everything. Be trustworthy and act with the highest integrity. Focus on selling to people who want, need, can afford and have the authority to buy what you are selling. Discover their needs.

Understand people and be able to read your prospects’ personalities and behavioral types and also your own so you can sell to them in a way they can relate to, while building long-term sustainable relationships. Realize it’s not you versus them – it’s a decision-making partnership.

Know the objective of every call you make – and realize that that objective may not be to get the sale today but to reach the next stage in the sales process.

Know all the reasons why someone might object to buying what you sell and be prepared in advance for every single objection.

Listen for five times longer than you talk and when you do talk ask open-ended, probing questions. Search for the reasons prospects might have for not buying what you sell. That is, love objections. Persevere when searching for hidden objections – they are what will prevent you closing a sale.

Develop a list of trial close questions and use them frequently. Know when to ask for the order and remember it has to be the right decision for the buyer.

Follow-up with new customers and existing ones frequently. Remember it costs more to get a new customer than to sell to an existing one.

Selling is easy, it’s us that make it difficult.

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