| Every profession has its blueprint for success. | | | | your presentation is to allow you the opportunity |
| Developed by those who have succeeded and | | | | to LISTEN to your prospect as you probe for |
| put to print somewhere for those who come | | | | information. This is where you will pick up the |
| after them. Very few people will graduate college | | | | buying signals. You can't afford to miss anything. |
| with the intent on becoming a Professional | | | | If you take notes as you listen, you won't. |
| Salesperson. But somewhere along the way they | | | | 7. Close and Ask for the Order |
| accept a position where they are selling for their | | | | Obviously you need to learn closing techniques. |
| living and "Lo and Behold", for whatever reason, it | | | | But if nothing else, ask for the order. I don't care |
| becomes their life's occupation. For those people I | | | | if you totally blank out on your presentation, have |
| have compiled my "Ten Commandments Of | | | | a mental block and forget the whole thing. Ask |
| Selling." They are a creation of many of what I | | | | for the order. Never, ever, leave a selling situation, |
| call "Old Pro's" or "Masters" of selling. I promise | | | | whether it is a face-to-face encounter or a |
| they will be your blueprint to success. | | | | telephone call, without at least asking for the |
| 1. Knowledge | | | | order one time. |
| The acquisition and accumulation of knowledge is | | | | 8. Post Sell |
| critical to success in any profession. In sales it is | | | | After the sale, always leave your customer with |
| immeasurable. You need to acquire knowledge in | | | | a good feeling that they will always remember. |
| your products, your company and your | | | | You must reassure them that they just did a |
| competition. You need to learn about sales | | | | very wise thing. Using the recognition, of a third |
| techniques, and the psychology of selling. Learn | | | | party technique, will reassure them that they did |
| about influencing people and the lives of your | | | | the wise and correct thing. It will give them the |
| prospects you encounter. As a Sales Professional | | | | confidence to feel good about their decision. A |
| you are on a never ending quest for knowledge | | | | handwritten thank you note or an email will solidify |
| as it applies to your craft. | | | | that feeling. |
| 2. Integrity | | | | A person may not remember what you did for |
| Always be honest with your customer and make | | | | them, they may not remember what you told |
| sure that you do what you say you will do. How | | | | them, but they will always remember how you |
| successful you are will depend on how good your | | | | made them feel. |
| word is. The customer must always win. The | | | | 9. Referrals |
| Universal Law says what you put out you get | | | | After the sale you always ask for referrals or for |
| back tenfold. That includes effort and integrity. | | | | a letter of reference. You can build a good solid |
| Believe it, live it and you will be successful. | | | | book of business with referrals and letters of |
| 3. Appearance | | | | reference. Even the bare minimum of leaving |
| Always be properly dressed. It tells a prospect | | | | business cards can bear fruit. It never hurts to |
| what you think of yourself and of the people you | | | | ASK for referrals or letters of reference. |
| deal with. It is your image, how you look will | | | | 10. The Customer's Name |
| dictate how you feel and that will dictate how you | | | | Learn it and use it often. This probably should be |
| perform. | | | | Commandment number one. There was a study |
| 4. Presentation and Preparation | | | | done at Yale University many years ago and of |
| You must have a presentation that is "yours." | | | | the twenty-five most important words one should |
| You must be prepared with the knowledge and | | | | use when selling the number one word was "The |
| materials needed for the sale. By understanding | | | | Customer's name." I cannot stress the importance |
| and utilizing the profiling system you can | | | | of finding out the names of everyone who will be |
| determine the needs and wants of your prospect. | | | | involved in or affected by the sale. That means |
| Preparing yourself mentally, will make you a | | | | children too. If someone has eight children learn |
| winner. This is even more important when "YOU" | | | | their names and ages. That is why you take |
| are the product. | | | | notes. If it is a board of directors learn their |
| 5. Enthusiasm and Energy | | | | names, ages, titles and their departmental |
| Enthusiasm sells. Case closed. Make sure you give | | | | responsibilities. You also need to know how to |
| your presentation in an enthusiastic manner. | | | | pronounce the name or names correctly. If you |
| Enthusiasm is contagious. People pick up on the | | | | don't know how you ask and keep at it until you |
| energy you project and become a part of it. | | | | can. It is critical and I promise, that one feat will |
| They want to be around enthusiastic and | | | | make you more sales than you can ever imagine. |
| energetic people. So be one and be successful. If | | | | By doing so, you will inspire those who can't and |
| necessary, take a few minutes to meditate and | | | | impress those who can. |
| get your head right and always project a positive | | | | "The sweetest sound a person hears is the sound |
| attitude. | | | | of their own name." Dale Carnegie |
| Remember; the outcome of a sale is a direct | | | | If you believe in yourself, believe in what you are |
| correlation to the expectations of the salesperson. | | | | doing and follow these commandments you will be |
| 6. Listen and Take Notes | | | | successful. |
| The purpose of scripting the first 7-10 lines of | | | | |