Get prospects interested by asking questions that make them think. Make statements that build rapport and confidence. Many sales people feel the most exciting part of the sales process is presenting products or services to prospects. During presentations, focus on the benefits of your products and services. Benefits are different from features, which are characteristics such as size, color and functionality.
Benefits are what cause people to buy .
Set objectives for sales calls. Write the objectives on index cards and keep the cards handy to make notes as you think of items to add. Be on time for sales appointments. If you are unavoidably delayed, call before the appointment to let the prospect know your estimated time of arrival. Be prepared for your call.