There are three primary ways for a salesperson to maximize sales. The first is to sell more of the people that you already have coming in the store. The following is a checklist of things that a salesperson should do in order to sell the maximum number of people.

• Capture the name and address of every potential customer.
• Eliminate the natural fear a customer has through meaningful, non-business conversation.
• Establish trust by selling yourself and your company.
• Focus on the person – not the product – the emotional reason why the customer wants to buy.
• Don’t be the first to bring up price. Let the customer talk price first.
• Follow the NA=A/DA theory. Needs assessment gets you answers so demonstrate those answers. Sell on the reasons the customer wants to buy.
• Sell based on benefits not features.
• Complete the communication cycle by asking agreement questions.
• Attempt to close every customer.
• Turn over any sale that you cannot complete.
• Be warm, friendly, enthusiastic, smiling, excited, motivated, determined, and effective with every customer.

Author, trainer, consultant, and speaker Brad Huisken is president of IAS Training. He publishes a free weekly newsletter called “Sales Insight.” For a free subscription or more information on training, contact IAS Training at 800-248-7703, info@iastraining.com, fax 303-936-9581, or visit the website at iastraining.com.

JCK