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THE ROAD TO THE SALE

Any destination requires us to map out a route.The Road to the Sale is just that. If today you were asked to go to an unfamiliar location what is the first thing you would need? A ROAD MAP, A WAY TO GET THERE and STEPS TO FOLLOW.When committed to memory, these are the steps to a successful sales presentation. These steps must be second nature and followed each and every time you make contact with a customer. Knowing them will help you find your way back if you get off track or miss a step. By adhering to these steps you will increase your chances of making the sale. Make your commitment to success with study and practice. Each step is a building block to the next.

Each Sales Step Has a "Reason Why"

The Road to the Sale here is a version adapted from the automobile industry. Sales of any product or service must include these basics. I have received numerous requests to publish the other version. I have done so in another section of this site devoted to Automobile Sales Training. Click on the Step number for detail.

Step 1
YOUR INITIAL GREETING You never get a second chance to make a first impression. Use this step to put your customer at ease. Do not make your journey a rocky road.

Step 2
FACT FINDING This is the SINGLE MOST IMPORTANT STEP. Ask the right questions and your customer will tell you exactly what to say when you ask for the order.

Step 3
SELL WHAT YOU CAN SEE, DON'T SEE WHAT YOU CAN SELL People become excited about products they can see, feel and touch.

Step 4
WORLD CLASS PRODUCT PRESENTATION Know your product. Share your knowledge with enthusiasm, it will create sales.

Step 5
Get Relaxed Create an easy to do business atmosphere.

Step 6
Ask for a commitment. Its time to wrap things up.

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