Sales Approach

In the past, salespeople had to find a way around the "screener," the person who stood in the way of you reaching the decision-maker. Today, voice mail has taken the place of the traditional screener but the same techniques that work with a screener will work with a voice-mail system.

How seriously do you want to be taken? If you want to be taken seriously, you better look the part. Dressing appropriately not only affects how seriously some people will take you but it can impact your credibility with the prospect.

Try this test the next time you're considering a purchase. Ask the salesperson, "Why should I buy from you?" Don't be surprised if the person breaks into a foreign language that sounds something like this, "Um, uh, I, we, oh, let me see, ah, we, well um…" Most salespeople simply aren't equipped to answer this fundamental question.