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Friday, June 20, 2008
YOU can sell consistently: part two.

YOU can sell consistently: part two.



Last week, I gave you the first five of ten principles to help you sell consistently. Here are the final five.

What does it mean to sell consistently?

It means making presentations.

It means overcoming objections.

It means closing the deal.

It means getting referrals.

It means building relationships.


Presentations
Every day, strive to make new presentations. Telling your story every day to a new prospect is a central element to being constant in your sales effort. It not only helps you stay polished at your presentation skills, it requires you to set appointments every day.

Objections
Objections are part of the sales process. Effective sales professionals learn to determine whether an objection is a valid reason or a stall.

Closing
Helping people make a decision they probably wouldn’t make without you is a part of your role. To have consistent sales, you must become competent at closing sales.

Referrals
Once you make a sale, you need to replenish that lead. Ask for referrals so you can go immediately from closing one sale to making another.

Relationships
In selling, relationships matter. Relationships with the associates in your company as well as with prospects in the marketplace are essential. No one accomplishes anything alone. Building positive relationships is vital to building your sales success.

Remember what others have said about selling:

The secret of getting ahead is getting started.
Sally Berger


Determination is the down payment on sales achievement.
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Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.

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