Whenever a customer or prospect turns down your offer – always remember to ask why. This will display self-confidence and will tell you many important things.

Understanding what motivates customers to make certain choices is really important. They’ll respect you for the fact that you’re not taking the easy option and turning on your heel. 

You must then start the process of building the relationship for the next time – the next order. There are 3 audio CDs available on the sales process. Simply follow this link to find out more http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=16

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Not the most entertaining programme ever made. John Caudwell must wonder what he let himself in for ! And to be successful at selling doesn’t have to be this way !!

Danny pictured above who is a car salesman seems the most likely to win if the outcome is based on natural sales ability.  Gavin is consistent – consistently useless that is ! He’s still in the running but only because the others realise he is no threat. Each week he turns up with a supposedly positive mental attitude, but where is the training ? With no training to help him improve his skills he just keeps underperforming week in, week out. Having the right approach and the right attitude is a help, but only of limited benefit if no-one is showing you how to do the job properly and how to read the customers. Have you noticed how Gavin talks, and talks and talks ? Selling is about a balance  : 50% listening and 50% speaking. And remember to structure your sales approach to listen first, talk second. There are 3 audio CDs which cover the structure of the sales call, have a look at this link http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=16