Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction. Your approach should be a well-defined statement that can be easily adjusted for any situation. Although getting the prospect's attention brings fear into the hearts of some people, generally, it is not a difficult thing to do. But it can be easily lost with drawn-out, unnecessary chitchat.

The mission of your opening statement is to get the attention of the prospect. Without the prospect's attention, the selling process cannot be started. Nervousness may cause the salesperson to hurry their sales presentation, leaving out critical information.

If a salesman is nervous it could be due to lack of confidence in their approach. They may know their approach is not effective and doesn't create curiosity and interest. Or perhaps they are not sure of their sales abilities, or they do not believe the claims of the product they are selling are true.

If you fear meeting with the prospect like you would fear a death sentence, you will have defeated yourself before you ever get started. Your nervousness will show in your demeanor and voice. If you show your prospect you lack confidence in yourself, or your proposition, they will lack confidence in your ability to render them a real service.

Don't approach your prospect like you owe them something, or like you stole something from them. Show them you have self-respect and confidence in yourself and your goods. You are not a beggar. You're a salesman who helps to keep the economy moving.

Before meeting with the prospect (during the pre-approach phase) prepare yourself by thinking about the points you want to bring to the prospect's attention. Discard any ideas that may harm the selling process. Calm your nerves. Ask yourself what makes you fear meeting with the prospect. If it's because you don't think your approach is good enough; then, now is the time to go over it in your mind and make the necessary changes. Realize the prospect is only a person just like you. No better and no less.

Your approach cannot be used in the same way with every prospect because everyone is different. Try to see yourself through the eyes of your prospect. Observe your prospect and adjust your approach accordingly. How you present yourself will have a great bearing on whether, or not you will have the opportunity to tell your whole story.

You are selling a proposition. Be clear and concise with your opening statement. First of all, don't change your personality, or try to duplicate someone else. Just be you. If the prospect senses you are putting on aires, they may not trust anything you have to say.

The prospect granted you an appointment, so curiosity has already been started in the prospect's mind, but now the curiosity that was started needs to be increased with your approach. The first 15 seconds will have an important effect on the rest of your sales talk. In that short amount of time the prospect can determine if you came to buy something, sell something, or render a real service.

So take the time to prepare a good introduction because a sale can be made or lost within those first few seconds based on what you say, how you say it and how you present yourself and your product to the prospect.

Copyright © 2005 Gloria Whitehorn-All rights reserved

About the Author:

Gloria is an article writer, business owner, author of two books, salesperson and seasoned mail order pro. Visit her site for information on a great part-time, full-time-anytime business. She knows what she's talking about.

http://www.dovemang.com

*Attn: Ezine Editors/Site owners*
You have permission to reprint this article in your ezine or on your website as long as you print the complete article and leave all the links and resource box in place. You cannot modify the content in any way.

---

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

Boost Your Sales With These Proven Responses

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

The Art of Backend Selling

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

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

Nine Common Mistakes Salespeople Make

1. They talk instead of LISTEN. Too many salespeople monopolize... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

Growing Sales Through Creating Connections

Your mission as a business owner is to develop a... Read More

Increase Your Sales With an Incredible Offer

What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More

Shout At Your Customers - Theyre Hard of Hearing!

Some people say we live in the Information Age.I call... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

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