However, moment sales slow down for even a short time, company feels impact. Everyone suddenly become acutely aware of need for sales to feed company.

In movie business, before you make a movie you need a script. The screenwriter is original creative person on project, and if writer doesn't write - there's no film.

Sales is like that too. If sales people don't sell, nobody else works for very long. It's engine that drives every business on face of earth - and if you are really good at it, you'll go far. Many people have risen to CEO status mainly because they know how to drive sales. So, if you are in sales, be proud of your status. If you're not, don't forget that, without sales, there's no work!

For many, moment a prospect has an objection, they assume sale is lost. Sometimes they come up with an objection to see how you will handle it. Again, we are back to good listening habits. You need to be able to respond to their objections in a truthful but positive way. Most of time you will be able to deal with their objections and convince them of benefits of your product or services. Sometimes however, there will be objections you can’t get rid of.

Last, but not least is closing sale. You should be able to sense when to do so. Remember to be aware of your prospects body language. The impatient tapping of fingers people do. Some people lean forward in anticipation of your completion of your presentation. It is very hard to say exactly when to ask, as it is a very subjective thing. Seasoned sales people will tell you that usually there is a moment, you need to seize opportunity and close sale, or it is gone. Eventually after you have done it enough you will be able to recognize when this moment occurs. Eventually you will develop a mental check list of your meeting, that you will go over in your head after you have closed sale and are saying good-bye or thanks to your prospect. After you have done it enough certain traits or characteristics of your prospects behavior will stay with you and you will know when to seize opportunity.

Copyright 2004 DeFiore Enterprises