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Necessary Skills of Sales Part 2
Guest articles > Necessary Skills of Sales Part 2
by: Daniel Milstein
Possibly the most important skill of a salesperson is effective communication. While there are many ways to become confident in your sales presentation, here are a few tips:
Look people in the eye and smile: Eye contact is essential to convey trust and a sincere smile helps establish instant rapport with your audience.
Pay attention to body language: There are many theories on how body language impacts your listener's response. The key is to look comfortable; avoid folding your arms and leaning too far forward.
Be interested: You want to show genuine interest in your audience. Ask questions about their profession and personal life, use their name, and solicit their feedback.
State Your Case: While you want to allow the prospect to have center stage and talk about themselves, you want to make them aware of what you do and how you can help. In addition, I have found that salespeople are generally more confident when they know they can offer customers the best possible deal. Advising prospects that they should 'Call other stores and you will find that we have the best price available on that model,' will help to instill confidence that you are the right person for them to be talking to. Most people won't contact other competitors; it is enough that you are reassuring them your fees are the most reasonable available. Of course, you need to be certain that your best price pledge is valid. Never make a promise that you are unable to keep.
Communication relies heavily on verbal cues. Whether it be showing the customer you are engaged through eye contact, body language, or questions, always let them know their meeting is important to you.
Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.
Contributor: Daniel Milstein
Published here on: 08-Sep-13
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