Tom blogs:

Wednesday March 14th 2007, 4:25 pm
Filed under: MIT Sloan

First, a good salesman can close
Has product knowledge
Likability matters but is not the most important thing
think of a sale in 4-5 steps: approach, demo & presentation, trial close, and close
When you make the sale - get out! Don’t keep talking. Buyers get buyer’s remorse
Only asset a salesperson has is his time
Need to divide your prospects into 3 different groups: A,B,C. C prospect - give those guys to your competition b/c you don’t have enough time. Triage is critical
Good salesperson identifies customer’s problems or their fears (ie. what the customers competitors might be up to)
Good salesperson knows when to shut up and listen
Smart sales guys build profiles on their customers - what have they bought in the past, now, etc.