Effective selling (10)

Selling from a standing start

Making sales to new customers is the biggest single problem facing most start-up businesses. It can often be the make-or-break factor.

But there are several ways to boost your success rate when it is just you and the customer.

Whether you are selling a mobile phone or a mortgage, the basic approach is the same.

This briefing covers the four essential stages:

• Making sure you talk to the right person.
• Finding out your customer's needs.
• Selling the benefits, not the features.
• Closing the sale.