Monday, April 12, 2010

The Seven Fundamentals of Great Sales Calls

  1. You focus on understanding what the customer wants to buy—NOT what you want to sell.

  2. You walk away knowing more about the customer’s value equation.

  3. You establish or deepen a relationship so the customer trusts you enough to buy.

  4. You differentiate yourself from your competition.

  5. You sell benefits—NOT features.

  6. You come across as a credible source of information.

  7. You create forward momentum in the sales cycle. If there is no forward movement toward a yes or a no from potential customers, then you’re NOT a sales professional, you’re a professional visitor.

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