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Nothing begins until you make the sale

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To have growth in any company, you need sales consistency. Sales have to happen all the time, not just from September to June. Every business is based on sales. The idea is only 10 percent, while implementation is 90 percent. Nothing begins until a sale is made. The solution is simple: hard work with consistent day-to-day activities. Here is what it takes to be a top salesperson:

Integrity: You should always be honest; all you have is your reputation. “People buy from people.” We all like to be around people we trust. You have to be 100% honest all the time. Follow the Golden Rule.

Have a plan: Develop a system so you know when you last called a customer or a prospect, and what was said. Index cards and a card box work well. In fact, January-December indexes are great. When someone says, “Call me in a couple of months,” just put the index card under the right month. Be consistent about following up with current and potential customers.

Persistence: The more prospects you contact, the more sales you will make. Small numbers multiple rapidly. 10 calls per day is more than 200 per month and more than 2,000 per year. If someone says no or they say they are not interested you must ask, “Why not?”

Ability to ask questions and listen: The definition of selling is asking, not telling, and listening, not talking. Find out what the customer wants and needs. The role of a great salesperson is to be an investigator. Solve their problems and offer good remedies.

Objections are healthy: An objection shows that the customer is interested in what you are saying. Usually, no objections means no sales. Do not ignore them. Answer objections directly and use them to make the sale.

Explain benefits: Most people just talk features, but you must describe benefits. Simply put, a feature is what it does; a benefit is what’s in it for the customer. For example, a feature in a new car is air conditioning. The benefit is that it keeps people cool during the hot summer.

Have a strong close: Remember, the customer is expecting you to ask him to buy. The best close is one that you are most comfortable with. Many top salespeople summarize the benefits that were important to the customer.

Don’t miss Hal Becker at the 2010 Senior Market Advisor Expo in Las Vegas. Register today and attend Hal Becker’s closing keynote speech, “Attract New Clients and Keep the Clients You Have!”

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