WANT TO SELL MORE?

By Ron S. La Vine President of Accelerated Sales Results Telesales Training and Sales Training, Inc.

Sometimes sales reps lose track of the basics. What do the coaches say when you're in a sports slump? Go back to the basics.

You can be a greater presenter or a fantastic closer, however if you lack good solid prospecting skills, who will you be presenting too or what sales willing you be closing?

Probably no one unless you have someone doing the prospecting for you in which case they are building the relationships, not you.

First, get out there and do it! Stop making excuses or putting things off. If it is cold calling, then make cold calls. If your presentation needs work, then practice presenting. There is no time like the present to get things done.

Set aside time to get the most important things done first by asking yourself this question.

"What do I need to be doing right now that will make me the most money?"

"When do I need to have it done by?"

"How much time am I willing to commit to make what I want to happen, happen?"

Pick up the phone. Make one more call.

Pick up the pen and write one more sentence.

Get to the keyboard and type one more line.

Push yourself a little further each time than you have before and watch the improvements take place in your life.

Make a extra effort to be nice and complement someone. Complements are free and people enjoy hearing them. So boost your sales by using them.

When is the last time you complemented a prospect? One of the first things I do when I call on a corporation whose products I use and like is to immediately let them know just that.

If it's GE, it might start something like this. "Hi there. You know I'm a big fan of yours. I love the GE Refrigerator I bought. Maybe you can help me."

What do you think the person on the other end is thinking? "This person likes our company's products and therefore likes me. I should try to help them."

Ron, that sounds real corny. I know it sounds corny but it works. Try it before you judge it.

Call on the account you have always wanted to call on but never have. What the worst that can happen on the phone? A person can hang up on you. They can't punch you through the phone.

People are people wherever you go and good manners transcend all borders.

Guess what, Lou Gerstner or any famous person for that matter and you both have the same color blood, "red".

There's nothing to be afraid of they're just people be it the CEO of CISCO or a Janitor.

Some maybe a little old, smarter and wiser and yet that can work to your advantage.

People love to teach other people. It is very rewarding, spirit energizing and is the main reason I do what I do.

People are often amazed at people who are friendly and yet that is what they crave.

People crave other people who are interested in them and their problems and what they have to say.

Want to sell more? Be interested not interesting.

REPRINT PERMISSION Ron La Vine, MBA is president and founder of Accelerated Sales Results, Inc., a sales training firm located in Oak Park, CA. You can get a special report “41 sales Tips You Can Use Right Now” AND the free bimonthly Sales Tips for Selling Success eZine all by signing up at www.Accelerated-sales-results.com. If you would like information on Live Cold Calling Sales Training please call Ron at 818-991-6487 PST. © 2005 by Accelerated Sales Results, Inc.

WANT TO SELL MORE? - To learn more about this author, visit Ron La Vine's Website.

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