12 Tips to Successful Sales

 I am a CPA. I  had never thought of myself as a Salesperson and was very shy about approaching people to sell my services. That's called 'cold selling' and I still find it difficult to do.

So I make it easy on myself and send them a letter first. I can write a good letter there's no doubt about that. In it I described all the problems, pains and hurt, that I knew they were feeling and promised I could fix them in 90 days.

In the main I did not have to follow up with a phone call which was part of my procedure, most of my targets rang me for more information.

My passion for what I do (I rescue businesses from the brink of disaster) resonated with them by phone and I invariably booked an appointment. That is all I set out to achieve. In a face to face situation I know I can "sell" 85% of my appointments. I know as well that I can leave 100% of them with information and advice that helps them to better their situation.

Whether they appoint me or not, they are glad to have met with me and often refer me to their friends (and debtors).

I don't know whether I am a good salesperson. I make a lot of sales and I help a lot of people and that makes me happy.

But if it is not working for you, then here's some tips that might help.

Tip 1: Know Your Target.

I try never to approach a target who does not need my services. How do I know? Well I have developed checkmarks. In my business a person who cannot pay his bills on time is probably a target. If someone is not paying me, he's a target. If someone comments that he finds it hard to pay his taxes on time, he's a target. Someone who complains about any aspect of his business, he's a target.

In your own business you will need to develop your own checklist

Tip 2: Focus, Focus, Focus.

There's a thousand things you probably rather be doing. A salesperson's time is largely his own to do what he will with it.

Wrong! To be successful your complete focus must be on your client and how you will be able to help him.

Tip  3: Never Keep Them Waiting.

Plan for unforeseen events like traffic etc and aim to get there with time to spare. Lateness is one sure fire way of killing off any chance of a good first impression.

Tip 4: Be Confident.

Successful people look successful. No matter how badly you feel you must play the role of a successful salesperson. if you do not get the order this time it is because he had no need for your product. You are still a good salesperson.

Tip 5: Dress to Impress.

My young daughter used to say that I dressed like an accountant and she wasn't being complimentary. My clients know I am an accountant and they expect me to dress in a certain way. I do not want to confuse them by dressing like a golfer for example.

So dress like the  successful salesperson you are, in the best clothes that you can afford. As far as the prospect is concerned If you look sharper than the competition chances are you he will think you are sharper then the competition.

Tip 6: Keep an open stance.

Ensure that your stance is open particularly during introductions. Try to be aware of giving any negative of defensive subconscious gestures such as folding of arms, putting point of sale materials in front of your torso etc.

Tip 7: Be Happy.

The most powerful subconscious tool you have at your disposal is your smile so use it. When you smile at someone, they will smile back and start to relax in your company. Remember, smiling is infectious.

Tip 8: Always offer a firm handshake.

A firm handshake helps to imply that you are a confident and honest person. I do not know why this is the case but it is a fact. A loose weak handshake says don't trust me, I got something to hide. On the other hand do not squeeze so hard that it is uncomfortable for the other person.

Tip 9: Keep good eye contact.

At one of the large firms I consulted to I had dealings with a Vice-President who just did not make eye contact. I spent the whole time looking at the top of his bald head.

As time went on I learned that he was a very competent officer who knew his stuff. But his bad habit made him the butt of humor around the office and brought suspicion  to those he had no long-term dealings with.

Strangely when he was off-duty at the squash club he did not do this and he was quite popular.

Ensure that you keep eye contact when addressing someone and when they are talking to you. Good eye contact says, you can trust me, I'm interested in what you have say because its also important to me.

Tip 10: Slow down introductions.

When you are introduced, slow down the process taking time to remember the names and positions of the people that are been introduced. We generally tend to rush through introductions and later find we cant remember the names and positions of the people we have just been introduced to.

Tip 11: Use first names.

Once the introductions are over, use people's first names when addressing your audience or asking questions. This helps to quickly build trust with prospects.

Tip 12: Be an obvious listener.

Good listening skills require concentration, focus and effort. When listening to the prospect, let them see that your attention is directly focused on them through use of eye contact, nodding and by avoiding mental distractions.

Creating a good impression will not ensure you get the order but it cannot do any harm either. When I am selling I gather to myself all the aids I can. Mostly I am so glad I did.

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