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

Entrepreneur

| March 01, 2003 | Farber, Barry | COPYRIGHT 2003 Entrepreneur Media, Inc. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan.  All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)Copyright

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 20 percent of the time?

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