In sales, as in any other industry, we have a foundation to lay in order to perform the rest of the necessary tasks. The preamble is part of laying the foundation for the "10 Point Sales Sequence".
The preamble is vital, it is where "I close" the deal, I am selling me and if the potential client doesn't "buy" me, then more than likely they will not but my product. "How do you preamble"? You ask. This will depend a lot on which market that you are working in but a general way is to find out their interests and get them to do most of the talking while you do most of the listening.
Business people love to talk about their business, so ask some questions related to the business and what exactly it is that they do. Your major problem now is getting them to shut up, but you listen to every word and store the information as it is all very powerful ammunition for later.
Do listen to what they have to say it may not be important to you but, it is important to them, and you did ask. You may also find that it may be very helpful to you later on in your presentation as you recall things that are important to them.
Don't forget the body language as it is very important at this stage nice friendly smile, open and relaxed manner, but be careful not to slouch as this will make you appear disinterested.
Use your hands when you are speaking, palms upward, but don't wave your arms about, or point with your finger at the customer.
Please remember that you don't get a second chance to make a first impression. So when you look the part of professional as well as acting the part, you will become the part!
To find out more on my 10 Point Sales Sequence you would need to attend one of my work shops but in the mean time click on to www.thehandsontrainingsystem.com. And get my FREE 5 part training program along with a FREE CD. If you follow this training on what not to do it will help you to be very successful
Yours in Success
Leslie Johnston
The Hands on Trainer
The preamble is vital, it is where "I close" the deal, I am selling me and if the potential client doesn't "buy" me, then more than likely they will not but my product. "How do you preamble"? You ask. This will depend a lot on which market that you are working in but a general way is to find out their interests and get them to do most of the talking while you do most of the listening.
Business people love to talk about their business, so ask some questions related to the business and what exactly it is that they do. Your major problem now is getting them to shut up, but you listen to every word and store the information as it is all very powerful ammunition for later.
Do listen to what they have to say it may not be important to you but, it is important to them, and you did ask. You may also find that it may be very helpful to you later on in your presentation as you recall things that are important to them.
Don't forget the body language as it is very important at this stage nice friendly smile, open and relaxed manner, but be careful not to slouch as this will make you appear disinterested.
Use your hands when you are speaking, palms upward, but don't wave your arms about, or point with your finger at the customer.
Please remember that you don't get a second chance to make a first impression. So when you look the part of professional as well as acting the part, you will become the part!
To find out more on my 10 Point Sales Sequence you would need to attend one of my work shops but in the mean time click on to www.thehandsontrainingsystem.com. And get my FREE 5 part training program along with a FREE CD. If you follow this training on what not to do it will help you to be very successful
Yours in Success
Leslie Johnston
The Hands on Trainer
