The “basics” of selling are the foundation stones on which the success of sophisticated selling depends. It's imperative that salespeople know as much about competitive offerings as they do about their own. There is a tendency in every profession, and selling is no exception, to become so involved with subtle and innovative techniques that we unconsciously backslide on the basics. It's a natural tendency, but in sales it can be fatal — the “basics” are the foundation stones... More
Salespeople should remind themselves to search for each customer''s psychic needs. The latest selling technique may catch a salesperson''s fancy, but when business starts to falter, it''s the basics that serve best. This article picks up where we left off with the last installment, with a review of the “basics.” The salesperson should center his sales presentations on things that appeal to the individual customer. In their sales... More
In trying times, with customer budgets thin and sales volume down, a wise salesperson will set aside sophisticated strategies and concentrate instead on the fundamentals of successful selling. Parts one and two of this series of articles on getting back to basics covered several of the capital Dos; this third part focuses on some of the Don''ts. Don''t forget. Professional salespeople often find it necessary to make promises to customers. These promises... More
