Opening the Sale – Your First Crucial Move
Sales is one of the toughest careers to succeed in. It takes a special breed of person to handle the mountains of rejections which go along with a sales job. However, you can drastically reduce your rejections by simply starting off on the right foot. Many salespeople kill the sale before it even begins because they do not start with the first crucial move whether it is a face-to-face sales call or an online sale. Here’ s how to begin your sale in both of these sale environments.
Sales Calls:
When selling face-to-face many people simply show up at a client’s and ask for an appointment. This is nothing but a waste of time. In order to increase your success rate you should call first and ask for the person who handles whatever it is you’re selling. An easy way to accomplish this is to ask for the person’s name in that department because you would like to send them some free literature in the mail. Once you have their name simply send them a letter with the benefits of your company or call and ask for them by name and try to set up an appointment. This will get you in front of the decision-maker and help you start off on the right foot.
Online Sales:
Selling online can be very difficult also. Simply throwing up a little bit of ad copy and hoping a client will complete a transaction does not work. You must show the benefits of your service or product and what it can do for the client. Many people will not buy unless they have seen or heard of your product or service at least three or four times. This is why it is important to try to get a prospective client to subscribe to an e-mail list or ask for their e-mail in exchange for a free product such as an e-book or newsletter. This will allow you to start to build trust with the prospective client and keep your product or service consistently in front of them before asking for the sale.