Here are Jerry's top 20 sales basics that are often overlooked.....

1. When leaving a message, spell your name and repeat the phone number.

2. Script out your presentation then throw away the script--talk from the heart.

3. Talk with a smile in your voice--use a mirror for telephone calling to be sure you are smiling.

4. Learn the pronunciation of the prospect before you ask for him/her--even if you have to call, get that information then call back.

5. Be willing to say "I don't know, but I'll find out." It adds immensely to your credibility.

6. Shine your shoes daily.

7. Invest in good clothes--take along a spouse or classy friend and get his/her approval before you buy.

8. Always visit the website before you call a prospect. Be up on what is new with them.

9. Offer to help in some way--even if there is no likelihood of a sale.

10. Do what you promise. Follow up when you said you would. Turn in the proposal as promised. Return the call on time. Little things mean a lot.

11. Build teamwork in your office--even if there is only one other person. Keep the atmosphere healthy, friendly, helpful and positive always!

12. Go over your presentation carefully. Remove product features and replace with customer benefits.

13. Call back on the sales you do not get and ask why. It will help you learn.

14. Don't un-sell your product by rambling on after you have made your pitch.

15. Don't try to fill every second with talk. Silence can be golden. Let the customer fill it (maybe with a "yes!").

16. Never start a sales call with "How are you doing today?" or some other trite comment. It's a non-starter.

17. Always thank the prospect for their time--even if you get nowhere with them.

18. When  talking to the prospect/customer, make two columns of notes: one for what you learn, one for your questions. Save the questions till the end.

19. Practice your pitch with a coach--even a teenager at home if that's all you can get. They'll tell you where it's dull and boring.

20. Remember, as my friend Allen Lippman says, "All you need is a deal..." One sale inspires you to the next and so on. So don't fritter away your time--get started! Now!

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Last modified: Saturday October 22, 2005.