How to Sell Better Sales secrets from expert and author Barry Farber

Mar 21, 2003

According to sales expert Barry Farber, customers expect you toknow their business--and their competition--as well as you knowyour own. Use annual reports, trade publications, chamber ofcommerce directories and the prospect's own marketing materialsfor research.

Answer objections with words like "feel." Don'targue when a prospect says, "I'm not interested."Instead, say, "I understand how you feel," and thenexplain your company's advantages and ask for anappointment.

Once you've made the sale, ask for feedback. Farber advisesnew entrepreneurs to ask prospects, "What do I need to do tomaintain and grow our relationship?" Even if they havecomplaints, always give clients the chance to let you solve theproblem.

Excerpted from Get Smart: 365 Tips To Boost YourEntrepreneurial IQ

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