Tip 46

Listen and ask questions!

Tip 45

Invest time and money in relationships.

Tip 44

Help customers build their business, give them ideas they can use for their profit.

Tip 43

Network four to six hours a week. (Write a 1-year-networking plan).

Tip 42

It’s not who you know, it’s who knows you!

Tip 41

Give customers something that is low in cost but high in value!

Tip 40

Change everything ordinary to memorable!

Tip 39

What is WOW about your web site?

Tip 38

Be willing to do more than most other people are willing to do!

Tip 37

Read, listen to podcasts, attend seminars and practice what you’ve learned.

Tip 36

Sell to help customers, don’t sell for commissions.

Tip 35

Be always on time! Lateness says “I don’t respect your time”.

Tip 34

Have total product knowledge – it gives you the mental freedom to concentrate on selling.

Tip 33

Sell BENEFITS, not features.

Tip 32

Turn a sale into a relationship by delivering as promised.

Tip 31

Use testimonials.

Tip 30

Anticipate objections! Rehearse answers to standard objections!

Tip 29

Redefine rejection. They’re not rejecting you; they’re just rejecting the offer you’re making them!

Tip 28

Do more than anyone else does.

Tip 27

Say why you like things, people, job and family. Not why you don’t.

Tip 26

Lunch a customer, not a friend.

Tip 25

Work on your skills every day. Podcasts, books, seminars.

Tip 24

See every obstacle as an opportunity.

Tip 23

The way you treat a prospect will determine how often you get the order. 

Tip 22

Make clients feel special! Take an interest in what they do!

Tip 21

Help to buy – don’t sell them!

Tip 20

Use “If I (offer solution)... would you (buy) ....?

Tip 19

Join a business association and get involved.

Tip 18

Make sure the person closest to the boss likes you.

Tip 17

Ms Thompson is on vacation. You could say: Wow, that’s great. Where did she go? Get anything personal you can and refer to it subtly when you get her on the phone.

Tip 16

Have credibility builders – something in print.

Tip 15

Have samples to demonstrate.

Tip 14

Have a proposal in writing.

Tip 13

Use humour. If you can get the prospect or customer to laugh, you could get him or her to buy.

Tip 12

Be totally prepared!

Tip 11

Be totally professional.

Tip 10

Invest money in your business card, that people talk about it.

Tip 9

Ask the proper questions, it will make the prospect tell you everything you need to sell him or her.

Tip 8

Listen to 75%, talk and ask (open) questions 25%.

Tip 7

Use the following questioning technique (3 steps):

1. make a factual statement that can’t be refuted
2. make a personal observation that reflects your experience and creates credibility
3. ask an open-ended question that incorporates the first 2 stages.

This technique is powerful, builds credibility and identifies needs.

Tip 6

Ask questions: How do your customers react to ....? What does your competitor do about ...? Are there other factors ..? What is one thing you would improve about ...? What do you like about ....? What makes you choose ...? How do you determine? How have you successfully used....?

Tip 5

Questions: What do you do? .... Example: How many employees do you have? Do you give them 1 or 2 weeks of vacation? How do you ensure that the level of service to your customers isn’t reduced during these vacation times?

Tip 4

Personal commercial: Name, company name, creatively say what you do, insert your power questions insert your power statement, why the prospect should act now.

Tip 3

Don’t tell a prospect how you can help until you have uncovered what kind of help he/she needs.

Tip 2

Solidify an action plan and get together.

Tip 1

Get some information about the client and his company before the first contact is made. Don’t say: “I was given your name by ...” Say instead “Hi, my name is K.S., my company is...., and you don’t know me. I’ve been doing business with (.....) for some time now, and she thought I might be able to help you in the same way I’ve helped her. I just wanted to introduce myself and get your address to send you some information I think you’ll find of interest.