Exactly How to Sell

5Making the Moments Count

The time you spend in direct communication with your potential customer has the potential to be the most rewarding time invested in your business. Working so hard to create these situations means that you need to look at all of the factors that contribute toward your success in the moments you have created. Great products and services do not sell themselves. When given the opportunity to win the business, you should value it correctly and look to make the very most of it. In this chapter you'll discover strategies, tools, and techniques you can use to turn more of your contacts into contracts.

Who Holds the Controls?

A common complaint about salespeople is that they are pushy. This description is often a result of an aggressive follow‐up process and is entirely avoidable if you take a more professional approach. By controlling the conversation process, you will very rarely find yourself needing to chase or follow up. In the event you find yourself in a situation requiring follow up, there are ways you can regain that control in a timely and comfortable manner.

Success in the sales process hinges on your ability to control your conversations and steer the thoughts and actions of the buyer. The aim of the game is to be in control throughout the journey and lead your prospect from inquiry through to decision, successfully navigating them through the maze toward the correct outcome to help them in their situation. A common mistake that many make is that ...