There are some known facts about the selling process. Some of them are very easy to learn and apply, while others take practice and experience to master.

One simple truth is that prospects and customers win all arguments. The professional knows it. They don’t let themselves win the battle and lose the war.

One truth about selling is that prospects and customers do not want their space invaded. The key is to ascertain the buyer’s space line. If a sales rep repeatedly invades the prospect or customer’s space, they will eventually lose the business.

Another truth is prospects and customers want the sales rep to listen more than talk. This is the easiest to learn and most difficult to apply.
The prospect and customer always develop a perception of you from your non verbal message. The professional learns how to provide the correct positive message.

Customers and prospects do not want to be overwhelmed with technical knowledge about a product. They do want a knowledgeable sales rep. It is important for the sales rep to understand how much knowledge to display to each customer.