Originally Posted by EroticySteve

Sales can't be learned out of a textbook. It's not something that can be taught.

A salesman can build instant rapport.

He can be comfortable in his environment and make his subject comfortable in the situation.

He connects at a personal and professional level.

He conveys trust and security.

He assesses needs and analyzes the situation.

He offers solutiions to problems presented as well as solutions to other problems that may be apparent to him.

He does the right thing for his customer.

He tries to close right from the get go.

However textbooks will tell you the process but they won't help you make the sale.

FAB Selling is a popular technique.

FAB = Features Advantages and Benefits. After you've created rapport and established communication, including identifying the problem and needs.

Sell your product using Features Advatages and Benefits as thoughtful bullet points in your sale.

Refer to Glenn Gary Glenn Ross, ABC, Always Be Closing. I can't tell you how many sales people expect the buyer to ask for someone to sell them something and how many sales are lost as a result. Close the deal, ask them for their business, if they hesitate find the sticking point and smooth it over. Some sales take time and are a part of a relationship, others can close at the drop of a hat if you ask.

I enjoy the Real Estate shoping process. A good Realtor tries to close.

I've worked with Realtors that never asked me to do a deal, they waited for me to speak up. They'll never get my business as a seller.