WHENEVER YOU MEET WITH THE OWNER A SALE IS MADE: THEY EITHER SOLD YOU ON: "I WANT TO THINK ABOUT IT..." OR "I DONT NEED YOUR PRODUCT" OR YOU DID YOUR JOB AND SOLD THEM.

So how do we control the sale, turn the listener into a BUYER!

There is a saying, " ...if you don't control the buyer, you become a visitor, and you are taking a selling vacation!..."

Right now, write down two (2) things you would do differently when working with buyers. Look over those items you listed and envision, if you would implement just those two ideas you could increase your income 10 fold. That means you could go from a $30,000 to $300,000 income per year. The point here is that if you change the way you work with buyers, if you take steps to control the sale, you also take steps toward earning more money.

Where do we begin with Controlling the buyer: got a mirror.... there is the REAL key to your success, right there in front of you!

Before you can, "take charge...." it is important to examine the psychological or physical fears or insecurities you have. We do know for sure that if you believe what you conceive, personal achievement usually follows. You have to convey the message that your time is valuable and important, if you do, the prospects will also believe what you have to say is valuable and important as well. By developing your ability and agility to work with the buyer has a nice result, increased income. Isn't that what it is all about? Sensible selling.

Often we have been told, "not to qualify our buyer...." but I disagree, I believe it is very important to "qualify," not "pigeon hole," the buyer. Understand the difference. You need to have a full understanding of your product/service. Learn all you can about the check collection business, debit card, loyalty/reward card programs from our company. Then check out your competitors, what if anything do they offer the business owner we don't. If they do offer a program we don't have, tell us and we will tell you why we don't offer the same, or why our program is better or even incorporate their program into ours.

Most sales people fail to skyrocket to success, not because of lack of product knowledge, but because of a lack of "people knowledge." Look at the successful sales representative in your company and notice how they are well versed in understanding and establishing rapport with buyers. The successful sales person learns to understand, handle, and overcome their personal fears and insecurities that keep them from asking tough qualifying questions. Every notice how you spend an immense amount of time and energy avoiding asking questions that you perceive the answer is going to be a "NO"? Do you go out of your way to avoid feeling uncomfortable, do you practice the art of "beating around the bush" and then you ask yourself the question, "what went wrong?"

Mark Twain said, "If a cat sits on a hot stove, he will never sit on a hot stove again, But he will never sit on a cold one either." The fact is, the cat gets out of the business. How many sales persons are like that? One "NO" and they are out of the business. They get out of the business instead of learning from their failures or the reasons for the rejection. They give in to failure rather than build for success. I have learned through the years that as soon as the buyer (and I always look at them as the buyer) says, "NO" THE SALE IS ON ! The salesperson who does what needs to be done to control the buyer turns people into sources of opportunities rather than into sources of frustrations. That is considered, sensible selling.

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