There’s no magic to read­ing a customer’s mind – just con­firm and clar­ify any misunderstandings.

Don’t trans­fer a customer’s call to a co-worker or another depart­ment just because you’re busy or don’t want to do some­thing. Do the best you can – always.

It’s easy to give up when the cus­tomer expresses resis­tance dur­ing a sales call open­ing, and you find your­self want­ing to just move on to the next call. Instead, keep in mind all the value that your prod­uct or ser­vice has to offer your cus­tomers. It's such a great prod­uct, how can you let the […]

Keep track of how many calls you make and how many times you reach your call objec­tive. Try out a new sales strat­egy each day to see if you can improve on your prior results.

One thing that dis­tin­guishes top per­form­ers from aver­age per­form­ers is their habit of visu­al­iz­ing suc­cess from the very begin­ning of the day. These sales­peo­ple start plan­ning a good day while they’re brush­ing their teeth, eat­ing break­fast, dri­ving to work, etc.

Expect that your cus­tomer will find your prod­uct or ser­vice to be a good solu­tion for his or her desires, needs, and prob­lems. This pos­i­tive expec­ta­tion will come through in your voice. Your cus­tomer will feel your excite­ment and enthu­si­asm and that will trans­late to increased interest!

Shh­h­h­h­h­h­hhh! When lis­ten­ing, allow a pause of a few sec­onds before you respond. Often, this will encour­age the cus­tomer to con­tinue talk­ing – giv­ing you more infor­ma­tion about how you can be of service!