Not a natural-born sales person? We walk you through the steps to take to succeed at selling.
Your cold calls and follow-up efforts have paid off, and you have made an appointment to visit a prospect in person and make a sales presentation.
How can you make sure it’s a success? Four elements determine whether or not a sale will be made:
- Rapport: putting yourself on the same side of the fence as the prospect
- Need: determining what factors will motivate the prospect to listen with the intent to purchase
- Importance: the weight the prospect assigns to a product, feature, benefit, price or time frame
- Confidence: your ability to project credibility, to remove doubt, and to gain the prospect’s belief that the risk of purchase will be less than the reward of ownership
Here is a closer look at the steps you can take to make your sales presentation a success.
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