Jim Loria offers up several simple, but often overlooked tips to making a successful sale:
In order to achieve a high level of success, salespeople have to manage a multitude of different relationships. Some will be static, some will grow and some will break down. It is up to the salesperson to set relationship priorities and to decide which relationship to advance and which relationship to put on hold.
Some salespeople get addicted to a relationship to the point that they ignore the potential for closing the sale; other salespeople get so addicted to the thrill of closing that they stop caring about the customer.
It’s important to recognize that you have to alter your attitude according to the individual’s personal characteristics. Scan the prospect’s office for clues that rev...