important of face to face selling

**businesgoonline** · 02-07-2009 08:35 AM

Can anybody figure what is the most important characteristic in closing a sale by face to face selling? I just started a post at Face to face selling, appreciate if the crowd here could give some opinion.

**Proph** · 02-07-2009 10:54 AM

i guess that would depend on what you are selling. What i have found over the years is don't get into the "one size fits all" selling mentality. Know your enemy, err i mean customer. If the person you are selling to is fairly laid back you don't want to go in and overwhelm them, if they are a numbers person don't throw them alot of non-specific BS (marketing materials), if they are a dumb middle manager shove the marketing material down their throat.

however the one nearly universal thing i have found in face to face meetings is energy and being prepared. the first time someone asks you a question and you hesitate you have already lost some of their confidence. When speaking to them you need to appear to be the most knowledgable person on the planet about what you are selling (however don't over promise something you know your company can't deliver).

Back to the energy part, in face to face selling you are really trying to get them excited about the product and your whole goal is to get them into the "oohhh shiney" mode. if you are exicted about the product and that rubs off on them they are excited about it and once someone sees you think this is the greatest thing since sliced bread they will start to believe it also and that is a sale.

**businesgoonline** · 02-07-2009 10:53 PM

Thanks for your valuable advice

**Shadesz** · 02-07-2009 10:58 PM

The Little Red Book of Selling
The Little Red Book of Selling Answers

Jeffrey Gittomer

**businesgoonline** · 02-08-2009 09:47 PM

Originally Posted by Shadesz

The Little Red Book of Selling
The Little Red Book of Selling Answers

Jeffrey Gittomer

i dont get you........

**SIMPLEROBB** · 02-08-2009 09:57 PM

Originally Posted by Shadesz

The Little Red Book of Selling
The Little Red Book of Selling Answers

Jeffrey Gittomer

Great book.

**BusinessAdviser** · 02-09-2009 12:09 AM

You're NEVER selling the product. Ever. You're selling yourself, which is why some people are successful in sales, the majority are not. I've taken an individual who has already purchased another product and convinced them to purchase the same product at the same price from me...just because it's me. MANY TIMES. The key to sales succes...YOU!

**businesgoonline** · 02-09-2009 09:46 AM

But if you dont have a good product, or in other word, a product that fulfill the customer's needs, even you are good in presenting the product, but it will be also unlikely for them to purchase.

**Skyysthelimit** · 02-09-2009 11:42 AM

Originally Posted by businesgoonline

But if you dont have a good product, or in other word, a product that fulfill the customer's needs, even you are good in presenting the product, but it will be also unlikely for them to purchase.

You have to be sold on the product before you can sell it to someone else. If sales was easy there would be no such thing as sales people. There are TONS of great books out there that cover these questions. I buy them and highlight the things I feel is important. So when I am having an off day I'll pick one up an skim though the highlighted sections. It works great for me.

**Tavarez** · 02-10-2009 03:54 PM

I realized the other day that in order for my future business to actually be successful; I'd have to be an excellent salesman. For some reason that didn't occur to me for a long time.

I also realized that I'm pretty much selling myself (I'm marketing fear), so I've been getting fellow students together and pitching to them for critique.

**businesgoonline** · 02-11-2009 04:46 AM

thanks for the advice.

**Gopal Dev** · 02-11-2009 11:35 AM

Since every person is different, you really have to get the hang of ''feeling'' people and how they will vibe with you and what you are offering. I've always found that taking a confident yet very laid back approach works better than an overtly pushy one. It just sits well with how I would want to be approached by a salesperson. Hype is so prevalent that people have just gotten so turned off by it over the years so make things more cool and personal and I'm sure your conversion rates will be good. Best

Gopal (The Musical Mad Scientist and Entrepreneur)
The v-Fusion Group

**jgarifuna** · 02-11-2009 05:05 PM

Originally Posted by businesgoonline

But if you dont have a good product, or in other word, a product that fulfill the customer's needs, even you are good in presenting the product, but it will be also unlikely for them to purchase.

Selling a product and delivering the product are two different things. It is possible for a seller to sell any product and for the buyer to purchase any product, even if the product does not exist.

I prefer face-to-face selling on large opportunities, otherwise, phone, email and gotomeeting works fine for me.