Sales Techniques
How to Make a Stunning Sales Introduction

Sales techniques to give you a fantastic start to any type of sale by building a stunning sales introduction that will grab the prospect’s attention.

Sales training that will show you how to:

  • Know what to say in those awkward fist few minutes
  • What to include in your sales introduction
  • Avoid common sales mistakes that could lose you the sale

And how to go into every sales situation with absolute confidence because you have built a great sales introduction that you know will work.

Sales training that's proven by working sales professionals

Everything you see and hear on this site has been developed with working sales professionals that I manage and train. It’s proven everyday by people bringing in real sales orders. Take the sales training you find here and add it to what you already know to create a stunning sales introduction.

Learn how to:

  • Grab the buyer’s attention in the first few seconds
  • Begin the sales process and get big objections out of the way
  • Motivate the buyer to listen, and move through the sales process with you
  • Develop a great sales closing technique that starts in the introduction

These sales techniques, on building a sales introduction, are effective with any type of prospect. Retail, showroom, B2B, Field sales, Direct to the public, and even Telesales.

Do you know what the most important line of your sales introduction is?

This page of the sales training website will tell you. It’s a line that many sales people leave out, look at from the wrong viewpoint, or don’t use to its best potential.

Follow these steps to build a great
sales introduction

Start by thinking what should be included in your sales introduction.

You only want relevant information that’s going to contribute to the sales techniques, not boring waffle that loses the buyer's interest.

In my sales training courses we build sales introductions in the delegates own words.

They include:

  • Seller’s name
  • Company and/or product name
  • The reason for you being there
  • Agreement to the sales process
  • Motivation to the next stage of the sales process

You only have a limited time in which to get the buyer's attention and get your sales started.

Every line, every word, must make a positive contribution to the effectiveness of your Introduction.

Now let's build each section of the sales introduction and make it work for you. Start with you, and your company.

Introduce yourself and your company

Even the simple act of introducing yourself to the customer should be thought of as a sales technique.

The objective is to make the buyer remember you and your name, and see some possible benefit of listening to your sales message.

If you have a title or position that you think will work positively towards building a relationship, or building there confience in you, use it.

Choose a sales angle. An image you want to project. If you don’t chose one it will happen anyway. The customer will have a viewpoint of you and who you are in relation to the sales situation.

Consider some possible angles and images:

  • Friendly, use of first name, empathy with the buyer
  • Similar experience, status, viewpoints
  • An expert in your field, an advisor

All this can come across in how you introduce who you are. Now add to this your company or product name.

Will the buyer know your company?
Is your product a household name?
Which will have the desired effect on your buyer?

Consider sales techniques related to this part of the sales process

Add a possible benefit to the buyer, related to your company or product.

Company size, or other customers the buyer will know. Your specialist market, location, service to customers, awards, news articles.

Maybe the age of your company, emphasizing stability, or a new approach. Whatever you choose, present it as a benefit to the prospect.

...To learn more about features and benefits, and how to use them as sales techniques click on Features and benefits sales tips then come back here and continue..

Don’t make the common mistake of presenting information about you or your company just because you like talking about yourself. I’ve heard sales people introduce themselves by giving almost a full resume. If it isn’t going to highlight a benefit to the buyer, only include it if it’s really necessary.

The most important line of your sales introduction

The reason you are there

Why are you there, talking to that customer. What benefits can you offer them?

Like all sales techniques, frame this from the buyer’s viewpoint. If you were one of your prospects, what would you want to hear?

This sales technique also applies to retail sales people. What benefit can you offer to the customer by talking to them and helping them with their purchase? Give them a reason to continue with the rest of the sales process.

The following is an extract from a sales course I present to sales people around the country, on creating your own sales structure. This section of the course focuses on the sales techniques used to build a great sales introduction.

The Reason for the Call

If the prospect thinks you are there just for your benefit you have to change that belief. The reason you are there has to be a big attention grabber, like a main headline in a written advertisement.

Your reason for meeting with them could be:

  • You have something new to show them
  • Changes to the market or legislation
  • You are aware of a change related to their company

A good reason could be; You don’t want them to miss out on an opportunity that others have taken.

For example, some of our local customers are telling us that our new range is out selling other products. We want to make sure you don’t miss out on the opportunity to see for yourself.

You may be aware of issues they have had with their current suppliers.

A buyer always welcomes saving money, but make sure you can make savings before you use it as a benefit. If you’re unsure, phrase it a different way such as, increased value, or the reason I’m here is to see if we can offer you a higher value package for a competitive price.

This is the most important line of your call.

Work on it, make it effective, invest some time in it.

Write a list of possible reasons why the buyer should listen to you and give you their time.

Get away from the tired old lines that every other sales person uses. Invent some that are specific for you and your products or services.

The one to avoid

One of the worst reasons that I hear being used regularly, both for meeting with a buyer and when arranging an appointment is; I’m in your area.

What would you think as a buyer?

Would it grab your attention, or would you think, does that mean I’m not important enough for them to go out of their way to see me. They may even assume that what you have to offer isn’t worth showing unless you happen to be in the area anyway.

If there is a benefit to the prospect linked to you being in the area, as in the example above referring to feedback from local customers, then use the benefit. The prospect has to believe that listening to the rest of what you have to tell them will be of benefit to the prospect, not just you.

...The above is an extract from Selling Success Using a Sales Structure..

The Selling Success course is the sales training course I use with the sales teams I manage and train. It's available in a complete workbook with step by step exercises that create a great introduction, and all the other stages of a sales structure.

For more information click the link or the image above and open the sales training course on selling techniques that will show you how to build your sales process, starting with an effective sales introduction.

The next step of the sales introduction stage of the sales process:

Gain agreement to the sales process

How to close a sale

Extract from How to Close a Sale.

Sales training on 3 really effective ways of closing a deal for all types of sales situations.

You are looking for agreement, from the customer, to the sales process.

You explain to them that you will ask them questions about their needs, wants, and desires, and then offer a proposal based on that information.

When they have all the information from your presentation, you will ask them for a decision on accepting your proposal for a sale.

That's the process, the agenda for the meeting, or the sale. It benefits both you and the buyer.

You are seeking agreement that once you have presented your sales proposal you will ask them for a decision on the sale.

If there is a reason why the buyer can’t give you decision on the sale it should surface now. Asking for this agreement now will bring out most of the objections that are related to the customer.

These are objections such as:

  • They are not the real, or only, decision maker
  • No money or budget to make a purchase
  • They are tied into a contract

When these objectives arise you are in a position to decide if it is a good investment of your time to continue with the sale.

For more on these sales techniques, and closing a sale, open Closing Techniques.

Now motivate your customer to move with you to the next stage of the sale.

How? ...With potential benefits for them.

Motivate the buyer to move to
the next stage

You want your prospect to move with you to the next stage of sales process.

This is usually the questioning stage where you discover their wants, needs, and desires. Many people make the mistake of rushing into this with no motivation or reason given to the customer.

Tell them what you are doing and give them a reason to move with you to the next stage.

A simple line such as:

If I can just ask you a few questions I can then show you what my company has to offer.

So I can put together the best package for you, can I ask you...

To see if I can make a saving for you, let me ask...

Now you’ve mastered the sales techniques of the introduction, you can move to the next stage of the sales process, the Sales Questioning Techniques.

You’ve done it
An effective sales introduction

You’ve done it. You’ve built a simple sales introduction, using sales techniques, to motivate your customer to move with you through the sales process.

You re-framed your sales introduction to look from the customer’s viewpoint. You added benefits for the buyer, rather than just a boring lists of features.

And you’ve thought about every detail, including how you will introduce yourself and your company.

You also know the most important line of the sales introduction: The reason you are there.

There are many more sales techniques you can add to your sales introduction, and the rest of the sales process. This is a good start, a foundation on which you can build.

To see how much more you could benefit, and get a step by step guide to building your sales process, click the link and move to the sales training course.

The rest of the sales process

The Sales Introduction starts your sale with the buyer. Once you've achieved your objectives you are ready to move through the rest of the sales process.

The Sales Process

The sales process my sales teams use to great effect follows a simple path from first introduction to closing the deal.

...Click on any of the links to take you to the sales training page for that stage of the sales process. If you want an overview of the sales process open the Sales Process page..

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All 4 Sales Training Courses in One Package

sales training courses

All 4 sales training courses in one complete package and with a special 30% discount on the usual price.

In this sales training course package you get:

Making Sales Appointments by Telephone

Selling Success using a sales process

Overcoming Sales Objections

How to Close a Sale

See more information and how you can start using all 4 courses today by opening 4 Sales Training Courses...

Or see details of the 4 individual courses below...

Sales Appointment Training Course

Learn how to build your own sales appointment call

Step by step instructions means you can put this training it into action today

Complete exercise program to build your appointment call in your own words

Enjoy making cold calls with confidence and professionalism

Fill your diary with selling opportunities

See the professional sales appointment workbook training course that I use with my sales teams.

For more information before you buy click the image above or open Appointment Cold Calling...

How to Overcome Sales Objections

How to overcome sales objections gives you an easy to use 4 step process for handling all sales objections.

You'll learn how to close more sales, and earn more money or grow your business.

Because the techniques are practical, and developed while working with real sales professionals, you can have this sales objection workbook working for you today.

For more information before you buy click the image above or open Appointment Cold Calling...

Selling Success Sales Training Course

Create an effective sales pitch for any product or service that you sell.

Follow a step by step guide and you'll have a great sales pitch in your own words.

Close more sales because you know how to use the stages of the sales process.

Make use of all the skills and techniques you currently have.

This is the sales training course that I use with my successfull sales teams.

For more information before you buy click the image above or open Sales Training Course...

How to Close More Sales

See proven sales techniques on how to close sales as a natural part of your sales process.

Close more sales with confidence using closing skills that have been developed by working professionals.

See ideas on how to close for your particular products and customer types.

Plus: Avoid common closing mistakes.

Tag the close on to your sales presentation.

Know when to use one line closes or longer questions.

With this effective course on closing sales you get 40 pages of straight to the point training.

For more information before you buy click the image above or open How to Close a Sale...