Product Knowledge Tips

1. Do you conduct a continuous search for selling ideas - by reading, listening, discussing, and clipping items of interest from newspapers and magazines, making notes? Do you try to adapt the successful ideas you find to your own work?

2. Do you plan your reading so you set aside the time to read materials on a regular basis?

3. How many times a year, by your own initiative do you plan/acquire further product knowledge?

4. Information is power - had any lately?

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Prospecting Tips

1. Do you ask for referrals often enough?

2. Do you prospect every day?

3. Do you look for new and imaginative ways to revive lost customers - and do you keep trying until you resell them?

4. How many calls do you make after three-thirty in the afternoon?
Those last calls, so easy to put off until tomorrow - are the ones, which frequently separate the professionals for the amateurs in the business of selling.

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Gaining the Appointment Tips

1. Do you speak enthusiastically on the phone when trying to get an appointment ?

2. Do you smile when you are on the phone?

3. Are you habitually cheerful?
Being cheerful isn't a matter of breaks or bad luck - it's a matter of personal courage.

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The Sales Call Tips


1. Do you ask yourself "Why is it to this prospects advantage to do business with my organization?" and use the answers to this question as strong selling points?

2. Do you review all the Benefits you can offer so you can arouse prospects' interest and get fast buying action?

3. Do you explain your ideas clearly, sequentially so the other person can understand them easily?

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The Presentation Tips


1. Do you involve your audience? Do you plan your audience's participation? Do you solicit your audience's opinion? Selling is not telling.

2. Do you analyze the sales you've made to identify your successful selling ideas - and use these ideas in other presentations?

3. Don't avoid questions, hide facts or evade issues. Clever tricks - no matter how satisfying the immediate results - can never make up for the loss of integrity. Would you buy from you again?

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Closing the Sale Tips

1. Do you ask for a specific commitment when you believe you've sold your ideas?

2. Do you ask for the order at least five times?

3. Are you convinced from the onset - that the order is yours?

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Follow through Tips


1. Your customers are your most profitable source of more business. Do you treat them the way you treat your most important prospects?

2. Do you call back at regular intervals after you have made a sale to look for little fires of discontent and put them out before they spread? 3. Do you consider problem calls selling opportunities?

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