Successful Sales Calls III Embroidery Project

The next step in the sales process is to plan your presentation. Once you have bought the merchandise, write down the scenarios you wish to present. The goal is to reach end to a prospective client’s head and plant a seed. Determine how to put “spins” on the products you wish to sell. This means taking an ordinary item and turning it into a “must have or I’m gonna die” product. Develop a suitable script and rehearse it. This will minimize your chances of drawing a blank or getting tongue-tied during the presentation.

In addition, assemble your sales kit and make sure you have everything that you need to make the presentation.

Now it’s time to for the moment of truth: the actual sales meeting. I like to refer to it as ShowTime! Let’s face it, all eyes are going to be on you and a lot of opinions as to your capabilities (right or wrong) are going to be formed very quickly. So, you need to leap onto the stage and knock their socks off! Which means bridging the gap between friend and foe right from the start. The quicker you can find a way to do this, the quicker you can create a warm, friendly meeting, which greatly increases your chances of making a sale. Therefore, it’s imperative that you find common ground between the two of you immediately.

So how do you do this? Most people surround themselves with mementos and trophies of their lifestyle, especially in their office environment. Upon entering the customer’s “space”, immediately analyze it to learn more about who he/she is. Then play on these characteristics. Maybe you’ll see a picture of a child in a soccer uniform. If you have a child that plays soccer, there is the connection. Find a way to bring it out during your opening conversation and chances are you will quickly break the ice.

After putting the customer at ease, you want to move into the sales pitch. It’s important that you take the lead from the start and stay in control throughout the presentation. Being prepared for questions and issues is the best method for maintaining the upper hand. Since pricing is usually the area that causes the most anxiety, here are some tips to deal with the subject.

Keep the presentation exciting and informative. Make it seem as if the customer can’t do without the products that you are selling. Present them as necessities, not options. But always keep an eye on the customer and try to gauge his response. Psychology and human analysis are important tools for a sales rep. It’s essential that you learn to read people and respond to them. Back off when necessary. Push as far as you can, but not too far.