Dear Friend:

Call 212 683 1834 or email [email protected] and get your free report: "RADAR - The Pieces of a Successful Selling Relationship".

The biggest mistake beginning sales people make is that they get in the door and are dying to tell their prospect about their product. They have so much product knowledge that they are eager to share it, that they forget to find out what is relevant to the prospects.

This is a mistake because you can't sell unless you understand your prospect's needs. This is indeed a crucial element of convincing a prospect that you are someone they can trust and work with.

Listening to your customers and establish rapport will enable you to discover their needs and thus to provide them the most suitable solution to their problem.

Your reps should therefore always be friendly and interested in what the prospects has to say. Reps should not only try to sell but they should also focus on developing relationships.

Remember, all things being equal, people do business with friends and people they like. Even when products or services are not equal, business is still more often done with people who are pleasant to deal with.

Also, keep in mind that offering a service is not enough. You must state your offer in a way that fills the need that your prospect has expressed. When you can position yourself as someone who is serving the specific need expressed by the prospects, you become much more essential to the customer.

Call 212 683 1834 or email [email protected] and get your free report: "RADAR - The Pieces of a Successful Selling Relationship".

To get free articles that go into even greater detail click on: http://aaatrainingforsuccess.com/ Sincerely,

Mark Anthony President, Training For Success 347 5th Avenue New York, NY 10016 212 683 1834 [email protected] http://aaatrainingforsuccess.com/ http://www.salestraininganddevelopment.com/


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About the Author

For over 20 years Mark Anthony has helped professionals, institutions, corporate sales and customer service teams break out of the box and find innovative solutions that lead to breakthroughs in sales, productivity and goal achievement.

At the age of 19, he developed his own sports magazine publishing company and took the tedious task of selling advertising face to face and reengineered the sales process. Through creative thinking and consumer n