Selling Principles that I have learnt in my sales career

1. The first four seconds – You get a mere 4 seconds to influence your prospect’s decision about you. If you can get across that you are “Sharp, enthusiastic, an expert in your field, competent, knowledgeable and professional”, you’ve got a chance. You need to behave as if you possess all of these qualities.

2. Tonality and body language – Your tone and body language affect your prospect’s subconscious mind and make your ‘emotional case’. Your tone should be empathetic, sincere and caring.

3. State of mind management – Imagine you’ve attained a goal and you’re actively benefiting from it. Visualise this positivity in your mind and use it to influence your sale and pitching.

“If you spend the next few minutes focusing on everything that’s great in your life…then you’ll quickly pop into a positive, empowered state that reflects all those wonderful things.”

4. Looping – Use this with the dreaded objection from a customer. Briefly delay a customer objection by looping back to a previous positive statement of item from your presentation. Move them along a ‘continuum of certainty’. If done correctly, your loop will resell to the prospect, increasing their belief in doing business with you.

What sales principles do you keep in mind and use during your sales prospecting engagements?