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Necessary Skills of Sales Part 4


Guest articles > Necessary Skills of Sales Part 4


by: Daniel Milstein


Whether you are in the office, on the clock, or on vacation, always be prepared to engage with potential customers. If a situation presents itself for a potential sale, you have a short window to secure the conversation and get your message across.

Watch the Clock: When someone says, 'I read an article about refinancing,' or 'Someone mentioned the benefits of term insurance,' or whatever the topic, you have a brief window to make a valuable customer contact. You must have your 30 or 60 second message ready. If you hesitate, the conversation may quickly shift to another topic and you might find it awkward to return to mortgages, insurance, real estate or whatever you sell. Time limits are more generally critical than you might think in these situations. If you turn your elevator speech into a half-hour sermon, you will likely bore your audience, squander the opportunity to make a sale and possibly not be invited to the next neighborhood party. Certainly there is a certain 'conversation line' you don't cross, although it will vary depending on the situation. If you notice a clear-cut sign of boredom or frustration--the other person is shifting in his seat, gazing around the room or trying to change the subject--it is definitely time to conclude your message. The bottom line is that you do not want to impose your sales will on people, but it is fine to be polite about your business without being overbearing. I am never obnoxious in my conversations. I have learned through experience just the right information to share without losing my audience.

Always be aware of the time you're taking with a sale--engage the prospective customer quickly, sell yourself and your services or products in a clear manner. Timing can be the deciding factor whether you make the sale or loose the sale.


Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit:

Contributor: Daniel Milstein

Published here on: 22-Sep-13

Classification: Sales


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