Expert Qualities in Sales

If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.

Why is it that when a doctor recommends a product, people buy it without any hesitation, without talking it over with their spouse, and without asking any questions.

The main reason being, people respect and trust their doctors, they see them as experts on medical topics, even though they are not authorities on every subject.

The relationship between a doctor and patient is built on trust and developed over time, therefore a doctor doesn't have to sell anything, he simply has to recommend things, and people will buy.

Unfortunately, for sales people, it just isn't that easy. Here are a few ways you can begin to command the respect of your customers so that they will see you as an authority on the products you sell.

1. Gaining trust

Work at getting your customer to trust you. This can be hard in the beginning because you and your customer are meeting for the very first time. Start out by getting to know your customer, look for things that you might have in common. Let them know that building a relationship with them is more important to you than the products you sell.

Listen carefully to them and explain anything and everything in plain English so that they will understand. Don't be pushy, let them go at their own pace, but keep the conversation going. The more time you spend with your customer, the better, because by spending time with them, they will get know you better. When they get to know you better, they begin to trust you.

2. Product knowledge

Know your products, study them inside and out. Your customer is going to want to know what your product can do for them, how it will make their lives easier, and how it can save them money. They are not concerned about your weekly or monthly goals.

If a customer wants to know something about your product, you want to be prepared to answer, so study your products. Would you buy a product from someone who didn't know anything about the product, I wouldn't.

3. Be accessible

Always be available to your customer, give them your cellular phone number as well as your office phone number. By giving them your cell number you have just taken your first step to personalizing your business relationship. Make your customer understand that you are available to answer any questions they may have, or to discuss any concerns they may have.

Keep in mind, by having them become comfortable calling you, you are giving yourself an opportunity to up sell every time they call you. Or you can just simply make them aware of any new products you have, or any new promotions going on.

Remember, building relationships is about trust. If your customers trust you, than they will do business with you. If your customer likes you and trusts you, they will most likely refer their family and friends to you.

Make it a personal goal to get to a point in the relationships you have with your customers to recommend them your products as opposed to selling them. Good luck

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

---

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August... Read More

Selling - Trade Shows Vs. Regular Sales Calls

Remember those school exercises that started "Compare and contrast....yada yada... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit... Read More

Tapping The Potential Of Your Customers

Business owners of long standing know the cardinal rule "take... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

Overcoming the Fear of Selling

For many of you the Fear of Selling is a... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Make Your Trade Show Booth Popular

So, you are taking your products and heading to a... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... Read More

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients.... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

Im A Second-Story Man

Can you say who you are and what you do... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More