2. Thought # 1
O Start every day with "drive" and
"enthusiasm". You'll feel better
and so will your customer. You'll
do more with less effort.
3. Thought # 2
O When you sell, don't concentrate on
price; rather concentrate on selling the
benefits of your product or service.
Show the customer what it will do for
them after they own it. That's what
they're interested in. Focus on getting
the customer to experience “Good
feelings” during the sales process.
4. Thought # 3
O Remember that it is your job to
build a "permanent customer"
rather than a one-time sale.
5. Thought # 4
O Use questions, frequently, in your
sales presentation. Find out
exactly what the customer wants
before you start selling.
6. Thought # 5
O Appeal to emotion and sentiment
more than logic. People have a
softer spot for emotion.
Customers make the decision to
buy emotionally and will defend
the sale afterwards with logic.
7. Thought # 6
O Talk in the "customer's language".
Don't try to impress them with
your learning or superior
knowledge. It gains you nothing
but resentment.
8. Thought # 7
O Be a "good listener" as well as
a good talker. NEVER
INTERRUPT THE
CUSTOMER!
9. Thought # 8
O Don't argue with the customer
even if you feel you are right. You
may win the argument but end up
losing the sale.
10. Thought # 9
O Develop a resourcefulness to meet
any new or unusual situation. Be
proactive, quick thinking and
daring. Originality and judgment
are your measure of ability.
11. Thought # 10
O Never take a "no" altogether
seriously..... Unless you're sure it is
"NO". Keep on working out
alternatives. “No” is usually only ‘No’ at
that moment, but in 3 months it could
be different. You never know when the
situation may change and could miss
out on the opportunity to sell if you
don’t follow up regularly.
12. Thought # 11
O Good sales people are
enthusiastic, energetic and
committed people. They enjoy
interacting with other people and
being of service to their
customers. Are you a "good"
salesperson?
13. Thought # 12
O Use humor carefully. Don't ever let
it get out of hand.
14. Thought # 13
O Temper and temperament have no
place in selling. You may feel better
to get it off your chest but you will
regret your action when it's over.
There is no second chance to
correct what you've done.
15. Thought # 14
O "Selling is communicating". Your
presentation must flow in words that
are believable and you must paint a
graphic picture of your company, your
product and the service you offer.
17. Thought # 16
O Set a high standard of courtesy. Be
natural, being false repels the
customer.
18. Thought # 17
O The true raw material of selling is
people, not goods or services. Be
curious about
people, types, temperaments, psycholo
gy. Learn the differences and you'll
learn to be at ease with them..... how
to lead them and satisfy them.
19. Thought # 18
O Be aware of timing. Knowing what
to say and when to say it could be
the difference between success
and failure.
20. Thought # 19
O While it is true that showmanship
is part of salesmanship, don't
become too dramatic and get
carried away.
21. Thought # 20
O Stick to the facts. Some "puffing
up" is useful, but the "whole
truth" is more convincing. Be
prepared to back up what you say.
22. Thought # 21
O Know in advance, the possible
objections your customer may
have to the goods or service you
are selling and be prepared with
practiced responses.
23. Thought # 22
O One of the biggest mistakes made
by salespeople is not knowing
when to close the sale. Many sales
are lost because the salesperson
can’t or won’t close.
24. Thought # 23
O Some people say that those who go
into selling do so because they
have failed at other jobs. Don't you
believe it! Selling is a proud
profession which calls for greater
qualities and abilities than required
in most other professions. Few
professions are more
interesting, challenging or
rewarding.
25. Thought # 24
O Never be afraid of making
mistakes in selling, see it is a
necessary learning experience.
26. Thought # 25
O In selling never make snap
judgments. They have a way of
snapping back at you later.
27. Thought # 26
O Don't underestimate your abilities.
You can rise to almost any
occasion you choose if you have
the desire to do it.
28. Thought # 27
O Improve your knowledge and skills on a
regular basis. You have 5,000,000,000
brain cells, each one capable of
comprehending and storing a thousand
ideas. How many have you picked up
and stored recently?
29. Thought # 28
O Never prejudge. Don't
underestimate the customer. They
may be smarter than you.
30. Thought # 29
O Above all remember ......
NOTHING EVER HAPPENS UNTIL A
SALESPERSON SELLS SOMETHING!!!
31. Contact Ray
Should you wish to find out more about Ray
Patterson, visit www.raypatterson.co.za.
Contact number: 076 565 2228
Email address: rayp@mweb.co.za
Please send Ray an email or give him a call to book him
for your next sales event.
