Number One

You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance in closing the deal! Take the time to engage with the customer and build up a rapport.

Ask them questions and let them tell you their wants and needs. Yes, many times they don’t know what their needs are and you’ll have to guide them, but in the end, if they don’t believe or trust what you can offer, you don’t stand a chance!

Number Two

Never go into a sales call not knowing how you’re going to close the sale... Ever!

If you don’t know where you’re going, then how will you get there? The most common part left out of any presentation is the close. Plan for it upfront by developing the strategy and your course of action.

This does not mean you’re only going to use one type of closing technique, you may need to use a couple. On the contrary, it means you’re going to be ready to close using several different techniques based on what the customer tells you.

Number Three

Too many salespeople find themselves spending far too much doing everything else but prospecting. If you don’t schedule it and hold yourself accountable, you won’t do it. No prospecting = no new business!