YOU MUST BE CONFIDENT When going into a sales interview, you have to be different from a sales trainee. Confident salespeople appear to unlimited conference calls prospect like they have been selling for a mighty long time. The confidence man does not need to bring in a briefcase, his prospect does not have a packed briefcase. When you immediately remove your tie, both you and your prospect's blood pressure drop 15 points. You prospect probably is not currently wear a tie, and has no funeral to rush off to. A greenhorn sales person have arrived ghost white, looking like he is driving a Hearst.

YOU MUST BE IN COMPLETE CONTROL When walking in the home, you decide where you and the prospects will seat. Preferably at the dining room or kitchen table. Do not let them sit across the room or in a last boy rocker. Tell them that you were glad that you could fit them into today's schedule. If the radio or television is blaring ask them to turn it off for the few minutes that you are there. You have now earned their respect, you are fair with them, and they must be fair to you.

YOU MUST BE MR. NICE GUY Pull out your yellow pad and a $10 non engraved pen and put it in front of you. Next place a small nice notebook in front of them and another $10 non-engrave pen. They are almost certain to do what you want them to do. They ask you what the expensive pen for and why. You tell them its there if they need to jot down a note, and then to put it somewhere handy when you leave. They thank you, and again you are pre-closing. The pen is right there when its time for them to sign for the sale.

YOU NEED A LITTLE MORE LEVERAGE Almost every household has a collection of some items they are very proud of. You ask them what they collect, and hope the wife answers as she is usually the one that controls the checkbook. Ask him or her if they wouldn't mind showing you their favorite item is the collection. Tell them how great it looks and how it must cost a lot on money. Now for the kicker. Say "I have a friend, or spouse that would be thrilled by your prize item" Take out your telephone camera and take a close-up of the item and one with the owner holding it. Your interest in them has just made their day and probably yours too.

ASSUME THEY ARE GOING TO BUY. You have already torn up the typical salesman's sign numerous time and the prospects are enjoy your thoughtful company. As long as you are not selling a ridiculous product, tell yourself you are almost sliding into home without even giving the presentation. Here tell them you are the highest ranked person in your office Toiycyjytjfngo meeting people like them makes you feel great. Plus you have examined your product, could not find any better so you bought it yourself. Before giving your short presentation ask them if you are boring them, because you only have another 15 minutes and you will have to leave.

You just pre-sold them again. They don't dare tell you are boring, and will probably compliment you. They realize most salespeople don't Thereyougoagain when to stop talking until the conversation ends in an argument. Also they appreciate that you respect their time and it makes you sound very busy with a whole load of people waiting to buy your product. Tell them you are going to write down 3 reasons why they need what you are selling on the yellow pad. When you are done, then they are going to take THEIR new pen and put a check in front on the reason that appeals most to them, Ask them if that sounds fair. Proceed, and hope they do pick up the pen, both looking at the yellow pad in front of them, Keep Quiet. If they mark one of the items or talk among themselves over your reasons, you know it time for the close.

Let them ask for the price of what you are selling. Give them the price, and immediately pick up the pad, and say, "you know you made the same smart choice most of my clients made". If the checkbook comes out you are done without ever selling. If not, you have not hit a roadblock, just try a different approach. That could be the "which of these two options would the two of you home financing bad credit as being the best". You never receive any sales resistance nor show any regret it you don't close 100%. Their cousin a couple of miles away probably can't wait to show off her salt and pepper collection.

You have heard the saying that the more you know, the more you realize you don't know. Well published author, Don Yerke likes to concentrate on what you don't already know or what no one else dares to print. Tell it like it is, and more people listen.. The website address is www.direct-marketing-mailing-lists-brokers.com">www.direct-marketing-mailing-lists-brokers.com Check out right now the abundance of captivating and stimulating articles. It's a website worth bookmarking

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