Imagine the novelty of steam powered brass machines getting to the first USA automobile show in the snow! Then imagine the newness of making your first sale. Getting that first or first few sales is tough but exhilarating. Think back to that first success and find the basic elements. Then when you need to gain a boost or reestablish your confidence you take that first ride once again.

Warm up. Just like the old brass cars needed time to warm up, it’s likely on your first call you rehearsed out loud, or at least mentally, your opening presentation. You carefully planned what you would take along to the meeting – just in case you needed a brochure or a price estimate.

Open the door. In building rapport, you found it easiest to be observant and to make genuine, caring comments on your observations in your prospect’s office or home.

Get in and sit. With the rapport building all warmed up, you began to ask questions to go deeper in learning about your prospect’s needs and wants.

Start the car. As you discover what your client needs and wants you qualify them as the decision maker, when and how they will decide to buy, and how much and how they will purchase. You know that unless you are on a flat surface with the prospect, to begin any presentation may possibly be a waste of theirs and your time.

Get moving and navigating the turns. When you find the prospect is ready, your presentation revolves around their stated interests, not just yours. The benefits are the benefits that they uncovered for you during the start of your conversation, not the ones you want to talk about.

Going faster. Just as there are shift points even in the oldest of cars, there are shift points in a sales conversation. You take your lead from the driver, the prospect. If they want to go slower, you slow down; if they give you an indication they are ready to decide, you gently guide them to that point to buy from you.

Stop and park the car. Stopping is actually the beginning of the sale. Remember how you felt when the first client shook your hand? Remember how it felt when you made the first delivery or shipment? You wouldn’t downshift if you were in high gear in a car, so don’t slow the process down by ignoring or overlooking that the prospect is ready to decide.

That first car show may not be something people alive can fully relive. However, a salesperson who relives the thrill of their first sale will find the experience enough to feel a successful move through the process at anytime. Just take a mental ride back in your history to remind yourself of what goes into the plan and approach.

Author's Bio: 

Patricia Weber, 20 years sales training and business coach helps introverts, shy and even reluctant to sell extroverts who want to accelerate their sales results! Follow blog, FREE radio shows, podcasts, FREE teleclasses at from America's Sales Accelerator Coach,

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