Tips from June 18, 2009 The Small Business tips today will be how to close a sale. Recognize the time to close.  Distinguish their mood and personality.  If the client is stressed, busy, or in a rush, stress the important points and tone down your presentation.  If the client is relaxed and willing to talk, go through your presentation thoroughly. Debrief your prospective client.  Restate the benefits to your product or service and what the prospect can expect.  Reiterate what you have agreed on and what the client needs to do. Decide on a closing technique.  There are hundreds of ways to close, but the most common is the direct close approach.  Once you feel you have gotten over every objection and can fulfill the needs of your prospective client, go for it.  Make a closing statement and ask for their order approval.  Include all necessary information the prospect needs... [Read Full Article]

Tips from June 17, 2009 The Small Business tips today will be how a sales team can grab a prospective client’s attention to lead to a successful sale. Set limits on how much you talk.  On average, 60 seconds is the maximum to talk about yourself or your business.  Engage the prospective client to signal the next time you can speak so you avoid rambling. Ask open-ended questions to enable dialoguing with your prospective client.  Prompt them with questions that cannot be answered with a yes or no question.  Begin with what, where, when, why, or how. Do not manipulate, lead, or control your prospective client.  Encourage the other party to reveal their opinions about your product or service.  Build rapport.  Being kind and courteous goes a long way and you will gain the trust of your potential client.  An individual who can trust a salesperson is more willing to do busines... [Read Full Article]