Qualify, qualify, qualify. Most sales people don’t do this enough. You CAN NOT overcome objections or anticipate them if you don’t qualify the prospective customer. If you’re selling a product ask questions like: “How will it be used?”, Where will it be used?”, “Who will be using it?”, “Have you ever used one before?”, “Who’s product are you using now?”, “Do you have a budget?” and so on. There are many more questions that you can ask to fill your guns with ammo. Remember…The more you know about a prospect the easier it is to sell to them.

Close the sale!!! This is a mistake I see over and over. Sales people forget to ask for the sale. Stop selling (Talking) and start closing. “How will you pay for it?” is a good way to start closing the sale. “Where do you want it sent?”, “Do you want me to deliver it”? These may sound like basic and simple things to do, but trust me when I say many people are either afraid to do it or just never get there.

Offer a demo or sample. A lot of people need to see how a product or service looks and feels. If you can put them in the drivers seat the sale is that much easier to close. That’s why car salesmen urge you to take a car for a test drive.

Hope this helps. But remember if you don’t take action nothing happens and nothing changes. Good luck to all,

Bob