It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like you. This is known as rapport and it is the first step in this eight step Sales Process.

Without trust, prospects will mislead you and will not honestly answer your questions. You will be wasting valuable time. Traditional sales techniques can no longer be applied as most potential clients are well aware of that type of sales approach and will avoid you at all costs.

Yes, you are the most important person in the world, nonetheless, when you have a customer in front of you, he/she becomes more important. Your customer must become your priority.

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Sales motivation in today’s economy is more important than ever before. As the economy slows down, so do sales. Unfortunately, most sales people slow down too. Sales people, like the masses, become a product of the environment.

Nonetheless, what do most organizations do when the economy heads south? They cut costs, typically in the wrong areas such as training, sales conferences, coaching and sale personnel. Sales motivation does not exist. They create an environment of uncertainty as well as contributing to and supporting the downfall of the economy.

Somewhere along the way the corporate world must understand that the economic world revolves around sales. There won’t be any transactions without sales and consequently, there is no revenue without transactions. Without revenue, organizations cannot survive, and no one would have a job. Sales is the heart of most jobs in an organization.

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Let’s face it, we are all buyers and we all visit retail outlets. Did you ever take the time to listen to the sales greetings as you walk into the retail outlets? If you do, you will notice most of them repeat the same greeting, and we respond with the same old answer.

It is time for retailers to wake up and stop doing what they have always done. If they do not make the necessary changes, they will continue to get the same sales results as in the past.

This is the standard retail sales greeting you usually receive walking into an outlet. “Hello, can I help you?” and you give the standard answer, “No thank you, I’m just looking.” Even if you know what you want to buy and how much you are willing to spend, you still offer the same old reply.

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It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like you. This is known as rapport and it is the first step in this eight step Sales Process.

Without trust, prospects will mislead you and will not honestly answer your questions. You will be wasting valuable time. Traditional sales techniques can no longer be applied as most potential clients are well aware of that type of sales approach and will avoid you at all costs.

Yes, you are the most important person in the world, nonetheless, when you have a customer in front of you, he/she becomes more important. Your customer must become your priority.

   … Continue Reading » »