TIPS SELLING TIP


Always Confirm What salesperson hasn’t been frustrated by showing up to meet a prospect or customer only to find they’re in a meeting or out of the office? It’s a waste of valuable selling time.


An easy way to fix this problem is to confirm your appointments in advance. Make a note in your planner or have your sales soft- ware give you an alarm to call to confirm the appointment a day or two in advance.


Confirming actually accom- plishes two important things. It keeps your schedule on track and demonstrates to the customer (or the gatekeeper) that you’re a serious sales professional.


– WILLIAM F. KENDY ‘‘


We should not moor a ship with one anchor, or our life with one hope. EPICTETUS


VIDEO: HOW TO CRUSH YOUR SALES QUOTA WITH EFFECTIVE COACHING WITH MICHELLE VAZZANA


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All I can control is myself, and just keep having a positive attitude. ROSE NAMAJUNAS


SELLING TIP Boost Buyers’ Interest Rate


When the prospect starts to yawn during a sales interview, he may as well be saying, “Adios, amigo; better luck next time.” As a sales professional, the sooner you respond aggressively to ho-hum buyer response – drowsiness, flagging attention, surreptitious clock watching, etc. – the better your chances of saving the day. What makes buyer interest flag? “Any number of causes,” says one regional sales manager. “Especially con- ducive,” he adds, “is the canned presentation. The more robotically the presentation drones on, the faster the turn-off.”


Goal one is to pinpoint the cause of disinterest: 1. A stuffy or warm atmosphere that induces drowse 2. The salesperson’s failure to focus on the customer’s problem or need 3. Poor timing of the presentation 4. The prospect may have more important things on his mind If the cause of boredom is in doubt, suggests the sales manager, your best bet is to ask.


– RAY DREYFACK SELLING POWER MAY 2019 | 5 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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