Here is a fundamental mnemonic reminder of the main points of good salesmanship. Some people are "born salesmen", but almost anybody can sell successfully if they apply ALL of the principles properly:
" PLAN AIMS, ETC. "
Most of the principles above are self-explanatory, but a few points that are often too-easily forgotten are worth expanding upon.
Prepare by research - Find out about your client's needs and circumstances beforehand, and always apply the "PPPPP" principle!
Never just call - Always have a strong and valid reason for contact, otherwise your self-introduction is more likely to result in a wasted sales opportunity.
Arrest the senses - Stick to your target and don't take it personally if a sales pitch attracts criticism or rebuttal. Similarly don't be misled or put off by the personality or charm of others. A good salesman should not (at the time) be sensitive to their own feelings, but should simply continue with his/her aim to succeed in the sale.
Succeed in getting a "yes" - A client who commits to something - anything, even just an agreement to meet again - is far, far easier to sell to next time, than a client who is simply left undecided.
Check for results - Make sure that the client does get what you've sold them, or else there will no opportunity for a further sale in the future!
Mnemonics Guide Page ©2000 An EUdesign site