Page 62 - TCDB combined Book

38 The Complete DESIGN-BUILDER

Salespersons:

We will not use a stereotype profile to decide on the qualities of a good
salesperson, but rather a logical set of Do’s and Don’ts to hopefully provide the
sales effort that will produce the best opportunity to close a sale. Some smaller
firms will have one salesperson and larger firms may have many. Whatever the
size of your sales team, the principals outlined here should apply.

Salespersons DO’S:

./ DO....be punctual

./ .....listen, listen, listen

./ .....take notes

./ ....be prepared

./ ....use sales tools

./ .....qualify! qualify! qualify!

./ .....solve problems

./ .....show empathy

./ .....look for “hot buttons”

./ .....trial close

./ .....be honest and sincere

./ .....be neatly attired and well groomed

./ .....keep promises

./ .....be persistent