Making business - recommendations for salesmen

Are you a salesman? Do you want to sell your product or service? There are some points that will help you make your effort successful.

You find a potential client and you make an appointment to present your company and product or service. There are four basic things you should keep in mind to make it successful:

  1. Become an expert in your client's business - he will recognize it and will appreciate it and it will help you to offer him appropriate products and services.
  2. Evade early discussions about your products or services - first find out as much as you can about the client.
  3. Prepare questions ahead of time.
  4. Sell your products, not the price!

Then comes the meeting itself. First you should ask the client if the time is good for him for the meeting. You need him to pay full attention on you and not be distracted by other issues. You also shouldn't be too hasty with business (but you must get to it!). First you need to create a positive atmosphere, talk about family, hobbies, and the like.
When you start talking about business, it is good to start with few questions that expect positive answer. If the client begins answering "Yes", it is easier for him to say "Yes" to your proposal as well. Also make some context statement in the beginning, so that it is clear for the client that you are competent to solve their problem.
Then there is a rule that you should let the client talk for 2/3 of the time and the last third is yours. You should avoid YES and NO questions. It is dangerous because you can get stuck. It is good to ask the client questions about his visions, thoughts, about the company processes, then content questions like "Why did you choose this software?", and follow-up questions.
It is important for you to recognize critical information when the client says it. In the end of the meeting don't forget to summarize the main points.
What is a very good opportunity to get yourself into client's mind is your business card. If you give him a card that's original in some way, he will remember it. It is also a good way of promoting your services.

Once the partnership is made, you have to work hard to maintain it. The trick is in treating the client as your family. You have to permanently watch for any signs of change. It is good to learn client's business and share with him your ideas. Share with him also new technologies, systems and solutions that you are using and that are helping your company. Offer him non-paid assistance to explore solutions to his problems. You should be regularly in contact with the client. This way the client stays satisfied and won't start looking for a new provider of your services.
Of course you will receive criticism too. It is almost inevitable. But you have to take it as an opportunity for you - opportunity to improve your business. Therefore listen to it. Don't turn the client away, neither make any excuses, but offer him solutions instead. Communicate about the problem internally and think about changes within your firm that will prevent this problem in future. Criticism can be the best feedback if you use it for your good!

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