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Point 5. Make sure client understood perfectly and clearly any special requisite or condition. And that she is willing and able to comply with these.
Point 6. Manage non-productive interviews ó If you truly feel that some sales interview are not going to end positively, finish it diplomatically, but let door open for an interview later on. Of course, do NOT leave without asking for at least one referral.
Point 7. Avoid prospects that never buy ó Donít fall into trap of keep on calling on those prospects that never quite say no, but neither buy. Youíll be much better off trying some other prospect or servicing a customer. And youíll have energy and disposition to do it at your best.
Point 8. Make sure to ask for referrals ó Ask for referrals. Ask for referrals. Ask for referrals. If you made sale, ask for referrals. If you didnít made sale, ask for a number of qualified names and additional prospects. The referrals obtained in unsuccessful sales interviews could turn into successful ones, if other person buys from you. Did I already say you have to ask for referrals?
Point 9. Control your facial expression ó Whatever may be end result of your sales interview, control your expresions, especially non-verbal ones. After a good sale, donít start to smile like proverbial cat who earnt commision.
Point 10. Maintain dignity at all times ó Leave impresion that sales interview is part of service you offer. And donít look too disappointed if candidate didnít buy.
Point 11. Assure client that you will keep in touch through your service ó And be true to your word.
Point 12. Be in contact continuously ó So clients could not tell you that they only see you when you have something to collect or to sell them.
======================== Jorge Pinkus is CEO and Editor of ezine: *Global-MaxMarketing* and Founder and CEO of http://www.123-sites.com
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Jorge Pinkus is CEO and Editor of the ezine: *Global-MaxMarketing* and Founder and CEO of http://www.123-sites.com
Subscribe FREE to the ezine at http://www.psinternet-plus.com/GMM/GMM-last.html