If you have been in the waiting room or someone's living room, don't spread out all your belongings. Your first 10 seconds will be spent trying to gather everything up and you may give the impression of being rather unorganized.
 

When owning your own business it is a temptation, especially here in Southern California, to dress as if you were going to the beach.

Treat your business like a business. Wear clothes that reflect your personality, yet make a power statement.

If your budget is limited, and you are comfortable with the corporate look, you can wear conservative mix and match slacks, skirts, and jackets.

For those who prefer the "Levi" look, always wear a quality shirt or blouse, add a dress jacket on cool days, and ALWAYS pay close attention to your shoes or boots.

When I am in a "Levi" mood, I wear a silk blouse, fitted jacket that is color coordinated to the blouse, dress boots, and accessorize with gold jewelry. 
 

Find a neutral subject to talk about for the first 1 to 5 minutes, something the customer can expand on.
 

Look around their home or office. If there are pictures, trophies, etc. and you have a GENUINE interest in knowing the answer, ask.
 

However, keep in mind that you were invited to share specific information. If you spend more than about 5 minutes on developing rapport, the customer may either run out of time or lose interest in your products or services.
 

Stay calm and say, "I understand how busy you are, and I appreciate the time your can give me."

AFTER you are both settled, begin asking questions.
 

Most customers have more than five minutes to give you. They state this up front because they want "an out" if your product or service is not what they want or need.

Give an interesting, bottom line, presentation.
 

When you begin to ask questions:

Find out what their needs are.
Find solutions to their needs.
Treat them and their needs with respect and show that your are genuinely interested in their welfare.

Most of the time your customer will give you much more than 5 minutes, and you will gain a valuable new customer (instead of 5 minutes and a quick shuffle out the door!).
 

It is easy to become angry or frustrated when you feel that your time has been wasted, and the you are not being respected.

After all, here you are, ready to share of your time and expertise, and they can't even get their act together enough to see you on time!
 

Yes it's frustrating, but remember that things do happen, and their tardiness is not about you.
 

I always carry work or a good book with me. If I have another pressing appointment, I write a simple message on the back of my business card, indicating that I have another appointment I need to keep, and that I will call to reschedule an appointment at their convenience.
 

Depending on the circumstances, if someone has made a number of appointments, only to cancel at the last minute and/or is a "no show," I may refuse to deal with them again.

Always use common sense.

If I am frustrated and trying to make a point, it would be unwise for me to refuse to see a potential customer.

However, if this is a person who has clearly demonstrated that they have no qualms about running me around, I put my self-respect first.

The customer will let you know what they need, why they need or want it, and how to help them IF YOU LISTEN. You are NOT there to tell them about you or your product, you are there first and foremost to find a SOLUTION to their problem.

Listen to product needs, such as quality, price, etc.

Listen for benefits and psychological needs - what it does for them.
 

The analytical person will be most interested in how and why your product or services work. z

Focus on this in your presentation, but never assume this person will not be interested in the emotional benefits also.

Example 1    

Asians are known for loving details and thought to be very discerning, sharp and analytical buyers.     

On the other hand, they also love American products such as Levi's, Coca-Cola, etc.

In other words, they also are interested in the fun and emotional aspects of products and services, but it is a secondary interest.    

In order to help analytical people to understand your products/services, focus on how the quality, ingredients, extras services, etc, will meet their needs.

Example 2

Analytical buyers want to know that your product is made with such and such ingredients, time released (or not), what else is in the formula, etc.
 

The emotional buyer wants to know what your product does, and how it will benefit them, and are less interested in how it is made or what it contains.        

Never negate the power of educating people on all aspects of your products and services.

However, in order for the emotional buyer to understand your what you are offering, they need you to focus on how the benefits that your products and/or services will meet their needs.

Example Emotional buyers want to know what other people have experienced when using your product or services.

These are the people who most benefit from testimonials.
 

Most people depend too much on the emotional sale, and forget to educate. A client is much more inclined to buy when they completely understand your product.
 

This is tricky, because if you have an emotional type person, they are going to be less interested in your product education than an analytical type.
 

Learn to ask questions, and when answering be sure not to bore them. If they are involved and asking questions, you are not boring them.
 

When I worked as a regional sales manager, I always included technical information in my presentations and classes.
 

Do all the people understand the technical information? NO!

Did they understand that I was being honest and not trying to hide anything. YES!
 

For every benefit I backed it up with education; and for every technical detail, I stated the benefit.

 

Example
 

Benefit

The essential oil Frankincense has been used for centuries for relief from depression, spiritual assistance, and for physical healing.
 

Education

Modern science is now finding why Frankincense is so powerful.  It has isolated and identified the healing constituents of xyz that have been found to.....

Keep your clients informed of the latest scientific discoveries, other information pertaining to your business.

That the technical (or actual) product is what they need by asking "yes" questions.

Keep the client nodding yes throughout the presentation. "Don't you agree that xyz can ........"

If you have done your job, and have honestly presented all the facts, all you are doing is giving a short recap of what you have already presented, and they will readily agree.
 

That the benefits you have outlined are the very benefits they need.
 

That the benefits of your product SOLVE a specific problem for them.

That all aspects of the products and their benefits are desirable.

When you have finished your presentation, keep in mind....

A. Pushing too hard

Pushing too hard can make people uncomfortable. They might begin to distrust you.

Always keep in mind that the point of sales is NOT to force or con someone into buying something. 

Sales IS about sharing with another person a product or service you believe will enhance their life.

When you have finished your presentation, use what is known as the "fireside" technique.

Chat comfortably, educate, get agreement, then  ask for the sale.

If you have listened, honestly responded, recapped the information in the presentation, it will be easy to ask for the sale.

B. Be Honest

Be honest, promise only what you and your product can deliver.

C. If You Don't Know

If you don't know the answer to a question, let the customer know you will find out and get back to them.

Too many people believe that if they don't know the answer to a question they will either lose the sale or lose respect.

The reverse is actually true. Your customer will know that you are honest, straightforward, and willing to give them nothing less than the best.

If you were the client, what would you need/want from your company?
 

How many times have you been promised something that was not delivered?

Things such as quality, guarantees, service, etc.

   How did that make you feel?
   Would you do business with them
     again?
 

What would help you to believe that a company will deliver what they promise?
 

Would you buy or use the products and/or services you offer?

  If so, list the things you like the most,
   and why.
  If not, why are you representing
    them????