* Ask open ended questions- who, what, where, when, why
* Remember you have 2 ears and one mouth so use them in that order
* You should listen more than you talk
* Mirror your client’s behaviour
* Build effective rapport
* Have a good opening and then ask questions
* Remember you need to walk out of a meeting with some form of commitment and next steps! Otherwise it is a wasted meeting
* Learn to love rejection! The more‚no’s you get the closer you are to a yes!
* The more rejection you get, the better you will be as you will have practiced more than other sales people
* Pick up the phone! Generating new business and hunting for new opportunities is fun!
* Learn, learn and learn some more! You must constantly be educating yourself on sales techniques
* Learn the SPIN technique! Amazing solution selling skills!
* Have a good account plan, learn your customers business and align solutions which will help their business grow
* Remember companies only care about making money, saving money and reducing risk so relate everything you sell to those 3 things!
* Write down everything you learn about a customer and remember about their personal life…..this will help with building and maintaining rapport!
* Remember a client’s name! Very important!
* Make sure your client feels that you understand their business
* Read industry magazines that you specialise in
* Deliver a great service by following up with a client after every engagement
* Under promise and Over deliver!
* Be honest with your customers- if your product or service cannot help them , tell them! They will appreciate you being a trusted advisor
* Always aim to be a trusted advisor
* Make sure you prepare for all objections so you know how to overcome all of them!
* Understand your product and the benefits!
* Ask for referrals
* Get your customers as references
* Smile and be polite
* Always ask for commitment!
* Be tenacious, personable and presentable
* Look after your appearance!
* Be enthusiastic, it is infectious!
* Be positive! you will attract positive things to you
Written by Emma Vites
Follow: https://twitter.com/#!/emmavites
Copyright Emma Vites
