In tough economic times, customers may be feeling more pain than you know. They want to feel better, and you can help. Show how your product or service can solve a problem or improve their bottom line.
* Making more money for yourself should not be your goal. Making yourself the best you can be is a better choice.
* Be happy even when you can’t get an appointment or close the sale. Dr. G. Clotaire Rapaille, consultant to 50 of the top Fortune 100 companies, says rejection allows the game to continue. Send a gift to the one who turned you down and you will be remembered.
* Prepare. Know what your prospect will say and what your response will be. Study your prospects and their operation so you know the answers.
* Speak in a natural conversational way. If you memorize a script, you may come across as dull. Be prepared, and you will be able to improvise on the spot.
* Make a connection if there is an opportunity. Master small talk.
* Know that sales are not entirely based on the logic and intelligence of the prospect.
* Believe in the benefits your product or service will provide. Think of what the product or service will do and love it.
Best salespeople I know are all good communicators, they love people and know how to handle rejection.