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 — 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 — Don’t fall into trap of keep on calling on those prospects that never quite say no, but neither buy. You’ll be much better off trying some other prospect or servicing a customer. And you’ll have energy and disposition to do it at your best.

Point 8. Make sure to ask for referrals — Ask for referrals. Ask for referrals. Ask for referrals. If you made sale, ask for referrals. If you didn’t 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 — Whatever may be end result of your sales interview, control your expresions, especially non-verbal ones. After a good sale, don’t start to smile like proverbial cat who earnt commision.

Point 10. Maintain dignity at all times — Leave impresion that sales interview is part of service you offer. And don’t look too disappointed if candidate didn’t buy.

Point 11. Assure client that you will keep in touch through your service — And be true to your word.

Point 12. Be in contact continuously — 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

This customer needed:

1. someone to express his vision in words 2. someone who understood what he had to say

Here’s one more:

"You had product I wanted, it was in stock, at lowest price I could find. There was no shipping charge or sales tax. Your website was easy to use; you followed up immediately by Email; I was able to track shipment; and product arrived on time and in good condition. What is there not to like?"

This customer of an appliance-sales Web site was obviously impressed with:

1. item being in stock 2. low price 3. no shipping charges 4. customer service 5. timely arrival

Doing a good bit of research into testimonials customers give to your competition can shed a bright light on what they’re looking for. I’d recommend visiting several sites each week and creating a chart to track what you find.

Just as I did above, jot down specifically what impressed customer in each case. Then look for trends. The more times a particular service is mentioned, more importance it will hold.

Now, look back over your own business. Can you offer what your competition offers? Can you offer something better? Is there a way to improve your service in areas that those who wrote testimonials mentioned? If so, do it!

Staying in touch with your customers’ needs should be top priority. When you take time to understand what your customers really want, you stand a better chance of improving sales and increasing customer loyalty.