No Question About It, Being Credible is the Number One Secret to Making More Sales

The way to build credibility is by making convincing arguments when you are making sales presentations.

Making convincing arguments is a necessary talent you must develop if you are going to be able to succeed in the profession of professional salesmanship.

You need to become a well rounded individual who is well thought of and is totally up to date.

You would be making sure you are up to date with the latest news, both locally and nationally, as well as being very knowledgeable of your own products.

This way you can carry on a meaningful convincing conversation that your prospects can agree with.

If health care is in the news as it was recently, then a number of your prospects will bring up this issue during your warm up before you begin the presentation.

If you watched the news or listened to some of the different radio broadcast concerning this issue on your car radio on the way to the prospects home or office you are well on your way to gaining good report with your prospect.

Never just make it up while you go as the customer may well be way ahead of you. The quickest way to loose a customer permanently that I know of is to get caught up in a lie.

They will never believe you again if you wing it, embellish the truth or lie while trying to make a sale.

On the other hand, good or bad if you shoot from the hip and tell the truth even if the truth hurts; in most cases the customer will appreciate this and be more apt to go along with you.

When the customer agrees with what you are saying then he or she will be convinced that you know what you are talking about when you go through the presentation of benefits of your product.

The customers agree because you are on the same wave length with the prospect as to what ever was on their mind or in the news that day.

Make no mistake about it, people as a rule only buy from the folks they trust.

If you think about it the same goes for you to. If you don't trust the individual you are about to do business with, there is no way you are going to give him or her your personal information or a check.

Instead you are going to tell them that you cannot afford it or some such when they try to close the order.

Your customers are the same, you can talk until you are blue in the face but if the prospects don't trust or believe you they are simply not going to buy from you.

On the other hand if they do trust you and you have convinced them that you understand their problems and how to fix them they will not only buy what you are selling but pay a reasonable price for your goods as well.

This is the reason I write so many articles on appearance and attitude. Your appearance and attitude also go along ways toward building your credibility with the customer. If your appearance and attitude does not go along with the credibility you are trying to establish all of your hard work goes down the drain and you have to start all over with a new prospect.

So selling for the most part is simply a matter of building report with the customer by establishing credibility during your visit with the customer.

Then with the proper follow through you can close the sale and go on to earn a decent living.

Thank you,

Billy J Gibson

For more information on becoming an accomplished sales producer please check out the following page on my website.

http://www.thesellingfool.com/basics_of_selling.html

Surviving in Hard Times

One of the easiest professions to survive in during hard times is the sales profession. I will have to admit that when I first started selling for a living that the times were very hard and unemployment was very high.

I was just a naive youngster at the time and honestly did not know times were as hard as they were.

I really had no interest in the news and seldom read the newspapers or watched TV, so I just learned to put everything I had into my presentations and the prospects wanted my product so badly that they just could not say no.

I remember one of my first sales, where the husband of the family said they did have the ten dollars for the down payment but no way could they afford the payments they would have to make to buy the product.

I just looked at him and said there was bound to be a way they could come up with the twenty or so dollars a month to meet the payment and he and his wife would have to come up with a way to do it.

There was not going to be any discussion about whether or not they were going to buy tonight, only what they would have to do to make sure the twenty dollars or so would be available when the payment was due each month.

The husband and wife discussed several different options but none of which were acceptable to them but all of a sudden the husband had an ah-ha moment.

He said he would be getting a raise in about three months that would take care of the payment and in the mean time they would just cancel the home telephone.

(This made sense to me!)

This might not be a big deal now with all of the family having cell phones but this was in 1962 and the home phone was the life blood of the family communications at the time.

His wife agreed to do this and they signed all of the paper work so they could enhance the education of their children.

The product I was selling at the time, was in my opinion, the best encyclopedia, bar none, on the market.

The husband and wife were ecstatic at being able to solve this problem in their lives and hugged each other right there on the couch in front of me.

I felt great at being able to provide such service to the family.
To my knowledge the family never regretted the decision they made either and went on to raise happy, healthy well informed children who most likely turned out to be great successes at what ever they wound up doing in life.

This was a great experience for me as well, as I went on to make sale after sale by using this story as a rebuttal when a prospective family would say to me that they could not afford it.

I think my most power came from the fact that this family had sold me on the idea that if the reason for owning the product was strong enough then the way to afford the product would present itself.

After that when a family would say they could not afford what I was selling, I would think to my self, you just think you can't afford what I am selling and would go on to make the sale anyway.

True, I never had another family that gave up the home phone to buy encyclopedias but the story sure made them realize the fact that they could figure out a way to make the payments if they really wanted to and guess what, they did.

For more information on how to get motivated and really get down to business and make more sales just go to my website
http://www.thesellingfool.com

Thank you,
Billy J Gibson
thesellingfoolbjg@yahoo.com
http://www.thesellingfool.com/

thesellingfoolbjg@yahoo.com/