Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship.

In a recent survey conducted by Target Marketing Systems, Inc. they listed fourteen criteria that indicate how effective a first meeting is likely to be. Here are four of the factors, not in order of priority, with some of my observations.

Listens before giving solutions - If you're not listening carefully, you're probably not asking good questions. Some salespeople have all the answers before they ask the questions. Avoid the trap of talking too much, especially during first call. Try to get the customer talking for at least 75% of the time you spend together during the first call. Don't talk about your products before your customer talks about his business.

Has knowledge of industry - Do your homework before you make the sales call. It's never been easier and quicker to do homework. Using the internet makes this not only a practical step but an easy one. If you don't want to come across as a master of nothing, don't skip the homework.

Communicates value - Consider this. If you're not communicating value, you be communicating something else. Daaaaaa! Probably the wrong stuff. Be wary of aggressive gruffiness. Don't come on too strong. If your selling style happens to be direct, be careful it's not interpreted as "in your face." Avoid being too loud, inarticulate, rambling, and closing too early and too often. Sometimes, the best way to communicate value is to take a genuine interest in the customer and his business.

Structures agenda for meeting - Every sales call warrants specific objectives. Having a purpose for the call sends a powerful message to the potential customer. Organization is a small thing if you have it. It's a big thing if you don't and you're disorganized. Make sure your briefcase can pass muster. Your notebook can signal professional or shout amateur depending how it looks and how you use it. Rehearsing your opening approach can really be a confidence booster.

If your potential customer sees you as a predator it's because you're missing the qualities that professionals rely on. Haste not only makes waste, it creates the wrong image for you. If you're prepared, personable, punctual, and professional, you'll never be mistaken for a predator.

Your potential customers don't want to be preyed upon, they want to be helped and will be if you offer the professional touch on every sales call.

Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com

In The News:


pen paper and inkwell


cat break through


5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective... Read More

Are You Deaf? Dumb? Blind at Trade Shows?

I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

The Makings of a Salesman

Salesmanship is the force that moves business. Without it all... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

Have You Prepared for Success in Sales?

My wife and I watched the movie Ray a couple... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Boost Your Sales With These Proven Responses

When five years ago I was faced with having to... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

Win More Sales With a 5-Step Sales Process

Facilitating the buying process can be very straightforward and fairly... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa.... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales

Better than offline promotion such as press releases, talks, or... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own... Read More

Six Simple Steps to Increase Sales and Decrease Stress

Have you ever found a lead on a scrap of... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More