The key to making a successful sale is not a transfer of information, but the establishment of a working relationship. Most sales reps shoot themselves in the foot by trying to close a sale too quickly without first taking the time to lay a firm foundation of trust and rapport. This oversight is the equivalent of a construction worker being in such a hurry to get the walls up and the roof on, that they forget about pouring the concrete foundation.
To build a quality relationship with your prospect, you must sell three things in a specific order. Step one sell yourself, step two sell the quality of your company, and step three sell the value of your products and services. If you have trouble making a favorable first impression and can't effectively sell yourself, there's really no need for you to move on to steps two and three because you haven't established trust and rapport.
Here are some time-proven suggestions to help you successfully transition through these three critical steps and close the sale.
Keys to selling yourself
Keys to selling the quality of your company
Keys to selling the value of your products and services