Are you a good sales person? Part 2

I worked in sales & marketing for two years with two companies. It happened very fast - I got a phone call saying that there was an opening with a certain company for a position .."you better email the head guy right now!!" I emailed the head guy and within a few hours we met and the very next day I was at work!

Since I had no prier experience or training I had to learn the art of selling the hard way.

I think there are two main areas in which sales people struggle with:

1) The Follow up process

2) Closing the sale

The initial contact of the prospect is fairly easy - you are not asking him to pull out his card, you are just asking permission to present your service or product.

Its the follow up process that scares people. I think it was Jim Rohn who said that when you are following up with a prospect and the prospect goes BOO! you quickly run for your life..lol. This means that when the prospect says "No, I'm not interested" most people tend to freak out and they think no one will but the product.

I have learned that people fail in the follow up process for one main reason - and its not because they are scared or freaked out to talk with the prospect - its because they are not fully convinced about their product or service. When you are convinced that your product or service can change peoples lives, when you believe that your product or service makes sense and that it is truly amazing then this gives you the drive to follow up with your prospects.

Then comes closing the sale

I would like to recommend these videos of business guru Bryan Tracy on closing the sale:

Part 1

Part 2

Part 3