Sales Basics

Sales Basics
There are two types of selling: tangible and intangible. It some cases, it is a little bit of both. For example, if you sell real estate, a house and its yard are tangibles. However, beyond the functionality and use of the house and property, dream fulfillment and a touch of the future that accompany the purchase of a house are (collectively) the intangible aspect of the sale. 

When salespeople understand what they are really selling, they close more sales and earn more income.


Sales Process

See also: Sales Management – Personal Sales Process

Lead Development

Quality leads result in quality sales. Gone are the days of the phone book being the source of all leads. Depending on the product or service you are selling, it may be necessary to develop specific leads from a very specific market segment or sub-segment. 

Uncovering and developing higher quality leads are possible!

Pipeline Management

Developing a lead into a sale takes time. Sometimes, a long time – depending on the product or service you are selling. Business people (a/k/a potential clients) appreciate and respect “professional diligence and persistence.” Utilizing a Customer Relations Management (CRM) can greatly help the tracking of potential clients. Special information learned through multiple conversations with a prospect can be incorporated into the sales presentation to capture and hold the potential client’s attention. 

Improved pipeline management leads to getting appointments!

Making the Presentation

There are two aspects of a presentation: visual and verbal. A prospect’s mind can be opened

or closed within seconds of seeing the salesperson for the first time. A sales presentation must fit the dynamics of the potential client’s environment. 

Together, you and we can develop a sales presentation and then train your salespeople on how to give the presentation!

Closing the Sale

 Some salespeople can give a powerful presentation, but they have difficulty closing the sale. Closing a sale has much to do about awareness and timing – awareness of buying signals and asking for the sale at just the right time. There are three different ways to close a sale. Sometimes, a combination of two of those ways best fits the selling situation. The correct application of closing techniques converts a person from a sales presenter to a sales closer.

Below is a PowerPoint presentation about the ABCs of closing a sale. 

In order to view the following PowerPoint presentation, click the highlighted title. then click the link that appears underneath the title.
When the file has downloaded, open the file and click “Slide Show.” Then click “From Beginning.”

Maintain Closing Momentum PPT BCS

Turn your salespeople into power closers!

Follow Up

 If repeat sales are needed in your business (for example, furniture, cars, office supplies), proper follow up greatly enhances the probability of getting those sales. Follow up must be done professionally and be balanced. Using active listening, a salesperson will know exactly what type of follow up the customer prefers.  A wise (and productive) salesperson will apply that knowledge.

 Repeat sales and referrals will result from proper follow up!