5. FACE TO FACE SELLING

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5. FACE TO FACE SELLING

Face to face selling is a make it or break it situation. Unlike written and telephone communication, a buyer's brain will be processing much more information about the salesman. If the salesman comes across as shifty, uninformed or lacking in respect, the buyer will pick up on it far easier and the deal could fall through.

However, a good salesman will relish the opportunity to sell to his buyer face to face as it is easier to persuade a buyer in person.

It is therefore important for the saleman to be well prepared, to be dressed immacualtely and to create a good impression to the buyer. Too many salesmen come across as stressed out and desperate for a sale. It is clear that they are only thinking of their commission and not concentrating on the buyer's needs. This is a common mistake - really all down to lack of awareness on the part of the salesman, and it loses a lot of business.

At all times, the saleman muct come across as relaxed (but not laid back), confident in the product's usefulness and focused on the buyer's needs.

Next page: 5.1 Steps of the Sale