5. Don’t plead. “Please try my product because I need the money badly.” Maybe you’ll get a sympathy sale, but again, you haven’t developed a customer. When you do that people will shy away from you and you will not be able to have regular customers which you could have nurtured from the start.

6. Emphasize value, need and satisfaction. Your prospect will buy if you can explain to him that your product is a good value, it serves a need, and that he or she will derive pleasure or satisfaction from the sale. Of course, you must know your product before you can convince others that it is worthwhile buying. This is where product knowledge plays a big part. Knowing your product may require you to use or experience it and see how it works. If you see and believe that it works then your customers will.

7. Ask for the sale. Closing the sale is the critical part of any sales approach. You must not be afraid to ask for the order. The close naturally depends upon the proper overall presentation. If you have shown the prospect that your product has value, need, or potential enjoyment, you’re ready to ask for an order. Some are so uncertain that they would say “Do you want to buy?” or “Do you like it?”. This just gives the customer a chance to say no.

Test closes are made by asking, “Which do you prefer the peach or the aqua color? I can deliver your order overnight, or would Saturday be preferable?” This way the options you are giving always points to getting a sale.

8. Set goals for yourself. When you’re in sales you must be self motivated. Goals must be tangible and realistic. These goals are going to be your driving force why you are selling this product or service so they have to be concrete. You won’t have any boss or foreman telling you what to do and when. It becomes too easy to find excuses for not making calls unless you establish goals for yourself. Keep accurate records of all sales by the week and by the month.