Welcome to article 13 of our 20-article series on Becoming An All-Star salesperson.  Today, we’ll continue our discussion of the sales presentation.

Here are the four components of the presenting part of your sales call.  One—introduce the problem or need, two—tell your approach to the solution, three—give your specific solution, and four—summarize what you say.

Today, we’ll focus on the third component—your specific solution.

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This is my eleventh article in my series of 20 on closing the sale and Becoming an All-Star Sales Person.  Today, we’ll begin our discussion of how to make an irresistible presentation.

There are four components to making a strong presentation.  The first is —introduce the problem or need; two—tell your conceptual approach to the solution; three—give your specific

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This is our 7^th article on Becoming an All-Star Sales Person.  Today, we will discuss probing and as Jay Douglas Edwards once said, “Questions are the Answer.”

There are four different ways to probe or ask questions—1) open ended, 2) two close ended, 3) the phrase, “I’m wondering,” and 4) question mark questions.

Today we’ll focus on open ended questions.  Use open ended questions

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This is number six of our 20-article series on Becoming an All-Star Sales Person.  This one continues with our visual approach to prospects.

As you may recall, there are two facets to a visual approach to prospects—your appearance which we discussed last time; and your body language.  Using body language in your approach to prospects means that your body

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Here is article number five of our 20-article series Becoming an All-Star Sales Person.  This one deals with your visual approach to the prospect.

Previously, we’ve talked about verbal and non-verbal approaches and now, we’re going to focus on a specific visual approach.

There are just two aspects to the visual approach to prospects. 

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Here’s my fourth article in my 20-article series on Becoming an All-Star Sales Person.  This one will focus on the non-verbal aspects of making an approach.

The non-verbal approach to prospects is about additional tools that help you build rapport irrespective of the language or words that you use.  What you say is verbal, how you say it is non-verbal.  Your appearance and

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Here is the third of my 20-article series on becoming an All-Star Sales Person.  This one deals with what you actually say when you begin your conversation with your prospect or client.

The verbal approach to prospects is the vocabulary, the words that you actually use to begin to build rapport.  Now, in order to know what to say, it’s helpful to remember and review what you already know about this

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I have written a sales training book called All-Star Selling, which is a concise compilation of rapport-building and persuasion skills that will assist anyone involved in selling to open and close more sales.  To get 20 free videos just go to www.stanleyfidel.com/free.

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