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Step by step: having trouble remembering how to make a sale? Let us jog your memory.

Publication: Entrepreneur
Publication Date: 01-MAR-03
Format: Online - approximately 879 words
Delivery: Immediate Online Access
Full Article Title: Step by step: having trouble remembering how to make a sale? Let us jog your memory.(Sales Success)

Article Excerpt
RECENTLY, SOMEBODY ASKED ABOUT my early sales experience. When I was new to sales, one company gave me a card with questions reminding me of what to do before, during and after a sale. Here's a list of questions similar to the ones on that card to take you through the sales cycle:

DURING THE INTRODUCTION, DID YOU:

* Learn about the company, the per son you're calling on and the industry he or she is in before the meeting?

* Observe the prospect's office, decor, awards and pictures on his or her desk to find something you both have in common?

* Find out anything about the prospect's personal interests, hobbies or family?

* Bridge to the business topic smoothly?

* Listen 80 percent of the time and talk only...

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