29 Sales

Thoughts for Each Day

Thought # 1

OStart every day with "drive" and "enthusiasm". You'll feel better and so will your customer. You'll

do more with less effort.

Thought # 2

OWhen you sell, don't concentrate on price; rather concentrate on selling the

benefits of your product or service. Show the customer what it will do for

them after they own it. That's what they're interested in. Focus on getting

the customer to experience “Good feelings” during the sales process.

Thought # 3

ORemember that it is your job to build a "permanent customer"

rather than a one-time sale.

Thought # 4

OUse questions, frequently, in your sales presentation. Find out

exactly what the customer wants before you start selling.

Thought # 5

OAppeal to emotion and sentiment more than logic. People have a

softer spot for emotion. Customers make the decision to buy emotionally and will defend the sale afterwards with logic.

Thought # 6

OTalk in the "customer's language". Don't try to impress them with

your learning or superior knowledge. It gains you nothing

but resentment.

Thought # 7

OBe a "good listener" as well as a good talker. NEVER

INTERRUPT THE CUSTOMER!

Thought # 8

ODon't argue with the customer even if you feel you are right. You may win the argument but end up

losing the sale.

Thought # 9

ODevelop a resourcefulness to meet any new or unusual situation. Be

proactive, quick thinking and daring. Originality and judgment

are your measure of ability.

Thought # 10

ONever take a "no" altogether seriously..... Unless you're sure it is

"NO". Keep on working out alternatives. “No” is usually only ‘No’ at that moment, but in 3 months it could be different. You never know when the situation may change and could miss out on the opportunity to sell if you

don’t follow up regularly.

Thought # 11

OGood sales people are enthusiastic, energetic and

committed people. They enjoy interacting with other people and

being of service to their customers. Are you a "good"

salesperson?

Thought # 12

OUse humor carefully. Don't ever let it get out of hand.

Thought # 13

OTemper and temperament have no place in selling. You may feel

better to get it off your chest but you will regret your action

when it's over. There is no second chance to correct what

you've done.

Thought # 14

O"Selling is communicating". Your presentation must flow in words that are believable and you must paint a

graphic picture of your company, your product and the service you offer.

Thought # 15

OBe presentable, it's expected of you.

Thought # 16

OSet a high standard of courtesy. Be natural, being false repels the

customer.

Thought # 17

OThe true raw material of selling is people, not goods or services. Be

curious about people, types, temperaments, psychology. Learn the

differences and you'll learn to be at ease with them..... how to lead them

and satisfy them.

Thought # 18

OBe aware of timing. Knowing what to say and when to say it could be

the difference between success and failure.

Thought # 19

OWhile it is true that showmanship is part of salesmanship, don't become too dramatic and get

carried away.

Thought # 20

OStick to the facts. Some "puffing up" is useful, but the "whole truth" is more convincing. Be

prepared to back up what you say.

Thought # 21

OKnow in advance, the possible objections your customer may

have to the goods or service you are selling and be prepared with

practiced responses.

Thought # 22

OOne of the biggest mistakes made by salespeople is not knowing

when to close the sale. Many sales are lost because the salesperson

can’t or won’t close.

Thought # 23

OSome people say that those who go into selling do so

because they have failed at other jobs. Don't you believe it!

Selling is a proud profession which calls for greater qualities

and abilities than required in most other professions. Few

professions are more interesting, challenging or

rewarding.

Thought # 24

ONever be afraid of making mistakes in selling, see it is a

necessary learning experience.

Thought # 25

OIn selling never make snap judgments. They have a way of

snapping back at you later.

Thought # 26

ODon't underestimate your abilities. You can rise to almost any

occasion you choose if you have the desire to do it.

Thought # 27

O Improve your knowledge and skills on a regular basis. You have 5,000,000,000

brain cells, each one capable of comprehending and storing a thousand

ideas. How many have you picked up and stored recently?

Thought # 28

ONever prejudge. Don't underestimate the customer. They

may be smarter than you.

Thought # 29

OAbove all remember ......

NOTHING EVER HAPPENS UNTIL A SALESPERSON SELLS SOMETHING!!!

Contact Ray

Should you wish to find out more about Ray Patterson, visit www.raypatterson.co.za.

Contact number: 076 565 2228Email address: rayp@mweb.co.za

Please send Ray an email or give him a call to book him for your next sales event.