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Chapter 2 SALES 51
Selling:
The cycle of obtaining leads and qualifying suspects including preparing the proposal and
closing the sale will test your ability and sales skills. To increase your percentage for closing the
sale the following ideas must be understood and carried out. A complete sales plan should be
prepared on how and where your business will be obtained.
Sell benefits not features (Prepare a Benefit Statement)
Deal with objections as presented (do not bury or ignore).
Be aware of buying signals (body language, key words).
Emphasize your Company problem solving ability.
Trial Close (ask for the order).
Bring out any hidden objections and deal with them.
Sell benefits and solutions not Price.
Presentation timing (wait but don’t be late).
Follow up postponed and pending sale closings regularly.
Do not ridicule or unduly knock the competition.
Avoid outlandish claims or unrealistic promises.
Include testimonials from completed projects.
Persistence is critical “no means maybe.”
