I Remember My First Time...Do You?

No...not that first time! (This is a family blog!)

Can you remember your first sale?

Maybe you are still waiting for it!

It is an exciting event and most professionals can recall with great fondness how they "broke the seal" on their sales career.

If you are still in hot pursuit or you are a seasoned veteran, I want to take a few minutes to guide/remind you of what it takes to be a professional.

Take great care when preparing and presenting your solutions, products and services. Think of how much energy and resource has gone into getting you to this "moment of truth" - you want to make the most compelling case possible.

Until you are consciously competent, have someone review your proposal or presentation before you present to a client. Remember yesterday's reminder to seek coaching or mentoring?

When you are presenting your solution, engage the client's voice in the proceedings. If they have acquired knowledge about your product that they want to express or even concerns...let them.

You shouldn't lose control; you are simply "sharing the stage". The most experienced sales professionals understand that many clients will "sell themselves the product" through inclusion into the sales presentation!

Do a thorough job of explaining the product. The key benefits uncovered during the Relating process that will be the focus since they address the core needs.

That is the steak.

Revealing the additional features that might not have been vital can be the "sizzle".

No one wants to have a prospectus or manual read to them, verbatim, but in explaining more than is required you insure that the product you sell is the product they expect and the product they get.

For the seasoned professional, it is important to stay rooted in how you became successful through the struggle to your current success..

The best way to stay humble?

Always remember your first time...and

Be willing to share with it the "newbie" who is anxiously awaiting their turn...their first time!

Do you remember your first time?  I do!

Until tomorrow, I wish you Money, Power, Success!