What's under your arm?

Most salespeople are very conscious of "Dressing for Success." We try to dress professionally so that our clients and prospects get the right impression when we approach them. Surprisingly, few of these reps give little thought to their "kit," the materials they carry on a sales call. Research has shown that salespeople who use visuals to sell are more successful than those who try to talk their way to a close. You should prepare a well organized presentation binder to support what you are telling your prospects. This binder should be tabbed so that you can quickly find the information you need. Having a neat, organized sales binder helps your presentation to flow smoothly. This also tells the customer that you are well organized and professional and that they can count on you to get their ad right. Along with your sales binder, the other materials you need (Product samples, insertion orders, forms etc.) should be neatly arranged in folders in your briefcase. Remember everything you do and everything you bring to a sales call is part of the "total package" that the customer sees and uses to make a buying decision.

Keep Smiling, Keep Selling!

Thanks

Jim Busch

Show and sell

Scientists have determined that 80% of the information that humans take in is visual. In spite of this fact, most sales people don't try to engage a prospects visual senses. Research has shown that using a presentation binder and sales collateral materials. If you show a customer a visual of what you are telling them about their retention of the material increases significantly. in my experience the reps I work with either do not take sales materials with them into a call or if they do have them, they do not open them. If you want to increase your sales effectiveness, assemble a well organized "pitch book" and use it on every call.

Keep Smiling, Keep Selling!

Thanks,

Jim Busch