Being in the "moment"

There are those times when the sales process seems almost effortless. This time frame is what is called being in the "moment". When doing a presentation the only person that matters is the person that is in front of you. If you can discipline yourself to ask creative questions find the areas that are the most important to the prospect and customize the presentation towards those areas, you are well on your way to having a successful career. Many times I have been in the prospects shoes when another salesman is trying to sell me and the only thing that seems to matter to him is what he has to say. That is the wrong way to go about it because it makes the prospect not only feel like the salesman does not care. but also it diminishes the rapport and trust which is key. If you do not gain the trust of the client in a sales presentation you can forget about earning their business. Some of the things that have worked in the past is forget about your quota forget about all worries outside of work and think about one thing and that is how can I find out where the pain is in this person and alleviate it in the best and most efficient way. Remember if you are a true sales superstar you care about people and their well being !!

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