¿What makes a successful salesman?

8 keys to make a great first impression, and getting a good head start in the sales process.

Wednesday, September 9, 2009

Every person you know, whether a sales prospect or not, is part of the network you must build to be successful. And if they are a prospect, a powerful first impression starts the sales cycle on the right foot, and helps drive it to a positive conclusion.

Goeffrey James, in a Bnet article, gives us 8 key rules to achieve a great first impression:

1. First impressions are crucial.
2. First impressions are a skill.
3. It’s all about the customer.
4. Prospect names are important.
5. Practice a friendly greeting.
6. Put likability in context.
7. Focus on what’s positive.
8. Attitude is everything.

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Creating a space to catch the attention of passers by is the result of a good mix of business know how and theatrical art.

The keys to Visual Marketing are very similar to theatre. Concepts such as "composition" and "scene setting" are essential for creating window displays and retail spaces where clients have pleasant "experiences" that trigger the intention to buy.

Insights for Becoming a Better Salesman

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Beyond techniques and tactics, selling is a mental state, which can be built by understanding some basic concepts.

In his Bnet article, Geoffrey James proposes 7 insights, extracted from Jeff Thull's book "Exceptional Selling".

1- Salespeople are guilty until proven innocent

Selling is not Only for Salespeople

September 2009

Everyone in the company must sell, and for this specific training must be established in the company.

"Selling is the action trough which a need is satisfied in a profitable way, both for the seller and the purchaser", affirms Gustavo Vargas, in his Elfinancierocr.com article.

10 Common Mistakes Salesmen Do

July 2009

We will improve our level of sales by knowing the most common mistakes, and how to avoid them.

In his article in Bnet, Geoffrey James details the top 10 most common sales mistakes, while helping us to identify which are the ones we make, what are the consequences of them and how to avoid them in the future.

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