| Sales Training Rule # 1: Learn to Listen | | | | your way to increasing your client count. |
| Sales is not just being a good talker, it's being a | | | | Sales Training Rule #4: Referrals the Easy Way |
| good listener. When you are in front of potential | | | | Replace your new clients with new prospects. The |
| clients, listening to what they have to say is more | | | | easiest way to accomplish this is to simply ask. |
| important than what you have to say. Listen | | | | The next way is to use internet phone directories. |
| carefully and they will tell you what it will take for | | | | Most, like have a link that shows neighbors. While |
| you to make them your newest clients. | | | | talking to your potential clients, is it OK to ask |
| Sales Training Rule # 2: Ask, Ask, Ask | | | | them if they know John Smith, who lives across |
| Ask enough questions to gain insight on the issues | | | | the street? Of course it is. Why not back into |
| that will truly motivate your potential clients to | | | | referrals. Try it. It works. |
| make a favorable decision. I shoot for 10 to 30 | | | | Sales Training Rule #5: Close with Confidence |
| questions looking for the real reason they are | | | | The majority of communication is non verbal. |
| looking for your solution. | | | | That means people can tell much more about |
| Sales Training Rule #3: Emotion Sells | | | | what you think by watching your mannerisms |
| Not only are questions important, but asking those | | | | than through what you say. If you exude |
| questions that uncover emotional reasons for | | | | confidence, the client is more apt to believe what |
| them to buy is important. All sales are based on | | | | you say. When you close, make sure you are |
| emotion not logic. Look for those reasons that | | | | confident with the solution you are presenting. It |
| have an emotional underpinning and you are on | | | | will show in your face and your bottom line. |