"Effective selling involves not only the power of persuasion, the art of negotiation, persistence and timing - it also demands, as much as any of these, the proper marketability of your product."
Whether or not the prospect is willing to buy depends largely on his or her internal feelings at the time. These feelings are strongly influenced by the prospect's perception of what you say and do, how you act and whether or not you are perceived as being trustworthy. Since prospects act on the basis of what they perceive, you must form the habit of saying and doing those things that will cause prospective customers to perceive you as being trustworthy.
Stay brilliant on these basics:
- Build credibility. This starts with preparation. Demonstrate a sincere interest in the prospect as a person as early as possible.
- Be well mannered. This may seem to go without saying, but demonstrating common courtesy tends to win the confidence of prospects.
- Simplify your suggestions. The power of your recommendations will always lie in their simplicity.
