‘Quality’ Sales Calls Pay Off —DeWese

As a matter of fact, Freedom from Interruption should become our 28th Amendment.

No matter what the form of communication, good salespeople visit with customers and prospects armed with indirect questions and the benefits of printing with her/his company AND with her/him.

Listen and Learn

I have written this many, many times: A successful sales conversation is one where the salesperson speaks about 20 percent to 30 percent of the time, and the customer talks the remainder. The salesperson's time should mostly be consumed with indirect questions that require more than a one-syllable answer. The remainder of the sales rep's talk time should be answers to the buyer's questions, or benefits statements, overcoming objections or closing questions.