1. This topic is for the professional who requires all things to be perfect.

2. Everyone likes to have information at the ready when going for a sale.

3. Great sales people know how to convince the customer into a buying decision, through the knowledge acquired about the customer in the past discussions.

4. But inexperienced sales people make the mistake of trying to force customer into a particular product and not providing the choice to the customer as per his need.

So offering the choices to people closer to their needs or aspirations is essential to closing a sales.

Question Yourself ?

• • How much can you remember from your last meeting with a prospect?
  • Can you remember the color of his car, house or shirt?
  • Can you remember the names of his children?
  • Can you remember the product he wanted and the specific option he requested for?

Author Suggests

• • A great salesman is the one who can remember all his customers and his requirements for life.
  • A great salesman makes his impression by remembering the little things in a conversation with the customers along with the larger things in life.
  • One way to ensure you remember all the points of discussion and much more is to write down what has been spoken.

Words of wisdom

• • Some would like to record their conversation with the clients. Some would like to take notes while conversing. Some prefer to write notes after the sales meeting is complete. The author leaves you to make your choice as per your field and comfort. But the author entrusts that you will remember the little things in a conversation with any customer.

Example of the situation

• • For example would you not like a salesman who knows the names of you children, and compliments on your choice of a new car and compares it with your last model of car you owned which he remembers from his lat meeting with you.
  • Please note if you understand this point well the author compliments on your new gained/recognized ability to impress any customer.