Printer-friendly version

The following are 10 basic tips that every sales person should follow:

1. Plan your sales call in a way that communicates to your POC (point of contact) the fact that this call is important, significant and they are going to attend the appointment.
2. It is your responsibility to make yourself understood to the POC.  Talk to the POC, not at the POC.
3. A planned sales process is always superior to an improvised presentation.  With a process, you can better observe the POC's responses.
4. No attempt to close a sale should ever be made until you are certain that you have given enough information to the POC to allow them to make an intelligent decision.
5. To improve your presentation, begin by believing in your prospective company, their products/services and - most importantly - yourself.
6. If you are using fewer than 3 closes on a call, you are not giving your POC a square deal.
7. Never underestimate the power of a sincere ‘service’ attitude. Help other people get what they want. Be sincere and make the call important to the POC and you will succeed.
8. Listening to the POC’s tone, pace and non-verbal communication such as breathing are often more powerful than words. This is where 50% of a POC’s feeling and attitudes are communicated.
9. To any questions, the first two answers a POC gives you are logical and protective – may not even be the truth.  Always question three deep.
10. Remember 5-P’s…Prior Preparation Precludes Poor Performance.

Want to learn more?  View the rest of our archives at < http://www.teleark.com/sales_tips_and_training_materials.