SUMMARY: PART FOUR THE SUCCESSFUL SALE STEP BY STEP

31	Pre-call planning There is essential research to be done if you want to best represent your products while offering buyers the most appropriate solutions to their specific problems.
32	Making the most of your sales kit Use a wide variety of tools to help customers better understand the features and benefits of the products and services that you have to offer.
33	Get your marketing tools ready Always make sure you have the most up-to-date selling materials available, because if you don’t your competitors may.
34	Open the meeting with confidence Follow the four simple steps: the greeting, breaking the ice, making the transition and the greeting, breaking the ice, making the transition and stating the goal.
35	Aim to solve the buyer’s problems Learn how to identify problems and to find and sell solutions to them if you want to keep the buyer’s attention.
36	Let your buyer help you towards a solution Smart buyers don’t want salespeople making decisions for them, but most will appreciate your assistance in the buying process, so collaborate with them to find the answer to their needs.
37	Step into your buyer’s shoes One of the greatest assets you can have is the ability to empathize with your customer and to see a situation from the prospect’s point of view.
38	Resolving conflict It is an impediment to moving forward in the sales process and should be addressed as soon as it is evident.
39	Closing the sale In the ideal sales presentation, the prospect may ask to buy without any coaxing; in most selling situations, however, you will need to continue guiding the buyer towards that decision.
40	The golden rules of telesales If you don’t have the chance to meet your customers in person, it is important to develop your telephone selling skills to ensure their trust and confidence.