Ann, I was in sales for many years, before starting my own marketing business. Here`s a simple 10-point sales plan for you to follow:
1. First of all, always make sure that you`re speaking with the person who can make the decision about purchasing your product. If you don`t know who that person is ASK. Once you have the decision maker, explain clearly and in detail what you came to discuss.
2. Get the customer to talk about his interest in your product.
3. Listen carefully to what the customer says and offer detailed benefits about what your product can do for the customer.
4. If there`s something that you`re not clear on, ask for more details.
5. Assume the sale and check for urgency. Come right out and ask the customer when he would be interested in purchasing your product.
6. If the customer seems hesitant, ask him what his concerns are.
7. Ask the customer what it would take to earn his business today.
8. Again, listen carefully to what the customer says and then say, "Okay, if I can alleviate your concerns about my product, can I earn your business today?"
9. If the customer says no, ask why.
Your reply is most interesting and I will definitely check out those two organizations. Thank you so much!
If you sell sidewalks that are safe for assisted living places, you need to hit up Sunrise Assisted Living. My folks live in one of their places here in the Chicagoland area (Arlington Heights) and a part of the sidwalk is banked for wheelchairs, but in the winter with snow and ice, it makes for some treacherous walking! I always expect to land on my head...
Thanks again, I appreciate the suggestion.