Chapter 6: Smart Selling and Effective Customer Service

Chapter 6 focuses on selling and customer service. Selling is vital to the success of any company. If you have something to sell, but are unsuccessful in selling that item or service, your business will undoubtedly fail. Contrary to the beliefs of many people, selling is a type of art form. Some people are natural born sellers, while other people can be trained to become great sales people. On the other side of the spectrum, there are those who may be great innovators or be very intelligent, but simply can not sell anything. There are a few steps you can take in order to be the most effective salesperson possible. First, you must make a good personal impression. When you go visit a potential client, be sure to portray professionalism the whole time. Next, know your product or service. This is a give away; if you don't know what you are selling, then how can you ever expect to sell anything? Also, you must know your field. What are competitors doing? What is going on in the industry? You must also know your customers. While you may not have a personal relationship with the customers, do your research and be as familiar with them as possible. This will help YOU help THEM identify their needs. In addition to doing your homework about your customers, you most also prepare a sales presentation. Remember, you want them to see a need in your item or service. During the presentation, you should also think positively. If you think positively, you will naturally be more confident and give off a good "vibe." During and after the presentation, be sure you take good notes. Try to remember and write down as much as you can about the work and personal life of your customers. You want to try and connect with your customers as much as possible. Finally, treat your customers like gold. Do not ever come off as "cold," as this is a surefire way to lose a customer.