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As a marketing manager for a national company I work with many sales people. Being a veteran sales person for over 30 years in the business I have formed what I feel are effective sales methods. Just when I think that I have seen it allI haven't. I have been with sales reps that start off the appointment by saying, "Hello purchasing person, well I guess you don't need any thing today"? Ouch! They just shot themselves in the foot before even beginning. Then there is the salesperson that starts off great by discussing a new idea, they now have captured the attention of the buyer and then they continue to talk into oblivionboring the ever loving daylights out of people within earshot.

Well by all rights the first person closed well before they even opened. There was no thought by the salesperson about what they were going to discuss that would even begin to entice the buyer. The second salesperson, well, let me paint you a picture of what I am feeling. Here's this cowboy and he's on the back of a wild horse and it's bucking and twisting and going through all sorts of gyrations and he's having difficulties getting off. Now, does he jump off or does he get kicked out, errr, do I mean kicked off? Same thing with our sales repat what point do they stop talking and finish the job they set out to do?

It's all about the close. If you made it that far in a selling situation then you have done a good job. I have learned, as well as experienced, that there comes a point along the way that one must stop talking and begin, and here is where many fail, and listen. For heavens sake, how do you know where your presentation took you in the mind of the buyer unless you listen to what they have to say? Once you have heard the buyer's opinion there might begin a dialog of addition information in order for the buyer to make an intelligent decision. Listen for the cues, watch the buyer's eyes, feel the atmosphere and then go in for the "kill"I mean the close.

At this point make the customer feel like they just made the most important decision of their day. Let them feel that you were worth taking up their valuable time. Most importantly, let the buyer look forward to your next visit.

Learn more about this author, John Zotis.
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