Every sales person has heard the expression, “Own the Sale” but few have a definition as to what that means. Here are some tips to help you become the owner of every sale you are about to start or close.
- Take responsibility, from the start, for everything that will happen. Know the deal inside an out, and make sure you understand the workings of the clients.
- Prepare the recommendations or proposal yourself. Too often this is passed off to someone else; the sales person doesn’t really know what the job looks like. If there is another person involved in putting the paperwork together make sure you are part of the process.
- Make yourself the immediate contact for the prospect. Give them your cell number, and reach out to them often.
- Create a sense of importance for this prospect. Make sure that they know that this sale, whether it is large or small is important to you and the company.
- Deliver what you say you are, on time, in person if possible, and with enthusiasm.
- Never doubt the sale results. Believe it will happen, and do everything that you can to insure it’s successfully outcome.
- Get to know all the players. Not only who they are, but their specific responsibility even if it doesn’t directly affect the outcome.
- Be humble.
- Be honest.
- Thank them all the time for their time and faith in you.
(From: http://www.steveschiffman.com/blog/sales-training/sales-alert-own-the-sale/)
