Seven Sales Tips that Consistently Close Sales

Guest post by: Harry Frisch
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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

Sales tips come in two categories: Those that work and those that don’t. And sales tips that work come in two categories: Those that work some of the time and those that work all -- or nearly all -- of the time. And those tips that work nearly all of the time are the most valuable of all.

So then, what are some of these valuable, work-all-the-time sales tips?

There are really only a handful of these ultra-workable principles that go into the broad blueprint of what makes up effective selling.

A few of these principles are:

Just before starting to work with any particular prospect, make up your mind that your #1 job is to help that prospect find and buy a product, service or idea that will enhance his life. Maintain excellent communication with your prospect throughout the sales process.

Demonstrate yourself as helpful, caring and interested, and you will win your prospect’s trust.

Discover what is needed and wanted by your prospect, in relation to your product or service, before asking any self-serving questions or beginning your presentation.

Structure your presentation so that the features and benefits of what you are presenting parallel the needs and wants you have discovered your prospect has for your product.

Handle any and every concern or objection your prospect has, either with communication alone, whenever that is possible, or with real world solutions, when needed, until your prospect either buys your product or is no longer a legitimate prospect for your product.

And perhaps the single most valuable sales tip of them all:

PERSIST! If a salesperson did almost everything else wrong, but simply persisted to try to interest his prospect in his product, service or idea, eventually that prospect would become sufficiently interested in that product, service or idea to buy it.

Of course, there are ways to persist that work a whole lot better than other ways, but the bottom line is to somehow manage to continue to persist until your prospect is ready to buy. The newly released book, HOW TO SELL – Clear and Simple, is loaded with workable sales tip after sales tip, but none more valuable than the ultra-effective, two-step system in Chapter 9, Handling Objections and Other Trouble Shooting, that enables a salesperson to continue to persist despite any amount of sales resistance he may run into, and to continue to persist in a way that the prospect experiences as smooth and agreeable.

There are an infinite number of rules and guidelines as to what goes into making a sale successful. Just be sure you set your sights up to focus in only on the most consistently workable ones, when searching for your sales tips.

(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.

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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

About the Author: Harry Frisch

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Harry Frisch is the author of the popular new sales training book, available at www.HowToSellClearAndSimple.com Mr. Frisch has won numerous awards, selling a remarkably wide range of products and services to all levels of business and industry, as well as retail to the public. (Partial list includes: ReMax real estate, Saturn automobiles, audio-video equipment, specialty clothing, Honda automobiles, self-improvement courses, big ticket in-home sales, fine art by phone sales, door-to-door book sales... just to name a few.) In addition to being a Master Salesman, he is an accomplished writer and humorist, an inspiring educator, an in-demand business consultant, and an expert in the field of human behavior. Mr. Frisch earned his B.A. from Boston University and did his graduate work at the University of Michigan and Hunter College, and has additionally been affiliated with City College of New York (CCNY) and New York University, (NYU). Mr. Frisch is also the author of HOW TO BE A SUPER SALESMAN…and Still Respect Yourself in the Morning, and the powerful HOW TO SELL -- Clear and Simple Course. To receive his newsletter of sales tips, write Newsletter@STIPublishing.com
Click here to visit Harry's website.

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