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How many times have you slammed the door on a salesman or hung up the phone before the person even told you what he was selling? Even though I hate doing that, the thought normally occurs to me just a couple of minutes after I have slammed the door and am on my way back to doing what I was earlier.

However, there will always be those who have just the right words to keep you from slamming the door or hanging up the phone and then enough to convince you to buy whatever they might be selling. Although they aren't the salesmen you come across everyday, these are the ones who've done their homework and know what you are looking for almost as well as you do. And that surely doesn't come naturally.

A good salesman would actually give thought to how he is going to introduce himself and how he'd begin his conversation. Those who do not take care to set themselves up with a proper introduction probably do not realize that it is within the first two minutes of calling on them, that the customer forms enough impressions to influence his decision to buy, or otherwise.

Well, having yourself let into the house isn't what you're out for, or is it? I wouldn't think so unless all I wanted from it was to catch my breath and get back on the road again. Customers will always ask questions. They might want to know more than you think they need to know. But hey, if I am buying something there's nothing that's more than I need to know because I am the one who is going to shell out the money right? A good salesman however won't miss out on an opportunity to ask questions himself in order to find out what customers are really looking for and getting to know his customers better than he already does and in the process stand the chance of increasing his future sales.

I'm sure I would regret my decision to let a salesman in or hear a salesman out over the phone unless he can convince me that he has something worthwhile to offer or If it is solutions you are selling I should be able trust you to solve my problem. You could either do that by demonstrating what you are offering or describing its potential. Whatever the situation, you must be able to communicate to the customer the features of the product, service or solution, how it is going to benefit the customer. Some kind of benefit after all is what everybody hopes to attain after spending money on a product, a service or a solution.

If you do get all of these right, then well, what are you waiting for. Have the customer sign the cheque while you watch him smile at the ingenuity of his decision to let you in. As for which of these activities is the most important would have to be decided by the salesman and could depend on anything right from the type of product, the size of the sale, and most importantly who he is selling to.

There'll be times when a salesman does get all these right and would still feel like he stepped in to deliver a bunch of flowers and it's time to head back home. Happens all the time and there is no real reason why. However if there's any salesmen listening here's a way to get inside and then back out with a cheque in your hand, rather than sticking your foot in the path of a slamming door and then leaving without your right toe!

Graphic done by Himani