Attacking the Opportunity

In the business you are going to have to attack opportunity when it is available. In most cases people let opportunity slip away they not because they do not see it rather because they assume it will be there again. When teaching sales I have always stressed the importance of taking the customer out of the marketplace quickly. This is for the simple reason that regardless of the product you are selling someone will always promise to deliver it cheaper and with better service. Although this promise is often made the results are rarely honored. This ultimately causes the customer pain and remorse. Here are a couple of sales tips to remember when entering the market:

• Engage the customer into dialogue and build rapport, personal interaction will deliver higher results as the customer feels valued
• Move the sales transaction through the process swiftly, under promise and over deliver
• View each transaction as a relationship, set future expectations with the customer
• Follow up and be accountable to the clients needs
• Return your phone calls
• Give each client individual attention
• Work for referrals, "who else do you know that could use my services?"
• Never downgrade the competition explain what sets you apart
• Never sell based on price, sell based on benefits, (faster, accountable, service)
• Continually touch base with clients
• Ask for the business

Although there are many other areas that you can focus on; however, if you do each one of these effectively you will increase sales and production. Sales is not rocket science however most people make it more complicated than it is. The simple fact of the matter is you have to talk to more people each day who are interested in your products, build long term relationships, and ask for the business. Once you have established yourself in the market place it will be time to refine your sales process as times will change and new relationships will need to be built.