by Allen Teal

Created on: January 13, 2010

Most companies are reluctant to turn their most precious commodity over to inexperienced hands. Growing and profitable companies know that this commodity is the customer.

Take a moment and read through the help wanted ads for sales help.

Most of the time, the ad will be filled with words and phrases like "experienced closer," "must have a proven sales track record," and "only those who earn $100,000 per year in commissions need to apply." These ads are trying to recruit only those salespeople who know how to make a sale. A realy good salesperson will earn big commissions regardless of what is being sold as long as it is a viable product or service because selling is really about knowing how and when to close the deal.

Know your product or service and how the customer is most likely to use it.

Most buyers expect the salesperson to be somewhat of an expert regarding what they are selling. You do not have to be a leading authority on what you are selling, but you should know enough to present your wares to a customer. Selling is about presentation, but buying is about confidence. Your customer must trust you that what you are offering will meet one of their desires or needs. People do not always need what they buy. Some things are purchased out of vanity. A salesperson's job is to demonstrate that this product or service fits what the customer is seeking and does it at least as good as the competition and for a better price.

Avoid traveling down conversational tangents too far from the main topic.

Your presentation may remind your potential customer of some great event in his or her life. When this new tangent is introduced, find the shortest path back to your sales presentation. Sometimes, this requires that you find a way to compliment your customer's interesting story while restating your purpose for the call. If this is done gently, it will get the job done without offending the buyer. A good sale is worth your time, but do not lose time for more calls just to indulge the chatter of a client.

Unless it is necessary, do not introduce the price until it is necessary.

Money is important in sales. However, if what you are selling is relatively expensive, you will want to be able to build your case to the customer without having to justify the money. If the price is high, many buyers will not hear another word that you say after the sticker shock sets in. You may think that you have the best price in town, but if you are the first person introducing this product

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