iences, is costing you money. Learn to quickly get your prospect interested in, and wanting your product, and then systematically present your sales pitch through to the close, when he signs on the dotted line, and reaches for his checkbook.After the introductory call on your prospect, you should be selling products and collecting money. Any callbacks should be only for reorders, or to sell him related products from your line. In other words, you can waste an introductory call on a prospect to qualify him, but youre going to be wasting money if you continue calling on him to sell him the first unit of your product. When faced with a reply such as, "Your product looks pretty good, but Ill have to give some thought", you should quickly jump in and ask him what specifically about your product does he feel he needs to give more thought. Let him explain, and thats when you go back into your sales presentation and make everything crystal clear for him. If he still balks, then you can either tell him that you think he product will really benefit him, or its purchase be to his benefit.You must spend as much time as possible calling on new prospects. Therefore, your first call should be a selling call with follow-up calls by mail or telephone (once every month or so in person) to sign him for re-orders and other items from your product line.6. Review your sales presentation, your sales materials, and your prospecting efforts. Make sure you have a "door-opener" that arouses interest and "forces" a purchase the first time around. This can be a $2 interest stimulator so that you can show him your full line, or a special marked-down price on an item that everybody wants; but the important thing is to get the prospect on your "buying customer" list, and then follow up via mail or telephone with related, but more profitable products you have to offer.If you accept our statement that there are no born salesmen, you can readily absorb these "commandment...
