Brad Huisken

Maximize Every Opportunity!

Today every opportunity to sell someone is vitally important. There are three primary ways for a salesperson to maximize sales. The first of which is to sell more of the people that you already have coming in. The following is a checklist of things that a salesperson should do in order to sell the maximum number of people.

1)      Capture the name and address of every potential customer.

2)      Eliminate the natural fear a customer has through meaningful non-business conversation.

3)      Establish “Trust” through selling yourself and your Company.

4)      Ask every customer the seven essential questions. (as detailed in a previously detailed)

5)      Focus on the person – not the product – the emotional reason why the customer wants to buy.

6)      Don’t be the first to bring up price. Let the customer talk price first.

7)      Follow the NA=A/DA theory. Needs assessment gets you answers so demonstrate those answers. Sell on the reasons the customer wants to buy.

8)      Sell based on benefits not features.

9)      Complete the communication cycle by asking agreement questions.

10)  Attempt to Close every customer.

11)  Don’t assume an objection is the truth – try to uncover the true objection and solve it.

12)  Turnover any sale that you cannot complete.

13)  Be warm, friendly, enthusiastic, smiling, excited, motivated, determined and effective with every customer.

These are just a few of the major things that a salesperson should be doing, especially now. There are many many more. Again, any questions we can answer or help that we can give, call us, we would love to hear from you.
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Posted by Brad Huisken on February 6, 2009 | Comments (5)