Success Demands Commitment

When in search of new customers for your Antares operations, you need to think of how you can help that person through your product or service. You will need to think of you can do personally for this person outside of the product or the service. This is what is called commitment.

Of course, you ultimately want to sell your candy or your Antares vending machine, but deep down you really want to know this person as a friend. These basic concepts are major components of what makes you successful in sales. For the sales people on the operator side of the business, especially if you are in a large market, you tend to do more cold calling. Yet many of the same things mentioned in relationship selling apply to you as well. Personal relationships can turn into referrals, which mean more business for your Antares operations.

One sure way to refine your sales processes and increase your sales is to read books on the subject at home or listen to tapes. Looking at your job from different perspectives is always good. Each book you read will offer a different point of view as to how the sales process should work.

Who do you talk to? What do you say?

You need to contact the right people, say the right words and most importantly, ask the right questions. This takes practice, and practicing on a prospect is usually not a good idea. Practice on your own to achieve the proper flow. To begin with, you need to contact the right person and remember that your Antares vending services will affect the employees, so human resources may be a good place to start.

The proposal

By the time you are writing the proposal, you should know that the prospect has already decided to become your customer. The proposal would be an affirmation to the specific topics and solutions that have been agreed upon by you and your prospect.

If the client is not ready to move forward with you, then you must uncover additional issues and provide mutually agreeable solutions before the presentations of the proposal. Remember, you must make an agreement with your prospect early in the sales process. If you have the agreement in place, closing the sale is that much easier. The sales process involves multiple activities that are done simultaneously. You can be successful in your sales process so long as you take the right steps.