Nothing happens until something is sold is an observation that I, George A. Kozlowski have made and know after over 40 years of professional selling.
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How do you become a professional salesman? I have out lined and explained the basic factors in making a sale and be coming a professional salesman.
I sold newspapers, magazines, household appliances and automobiles on a part-time basis. Full-time I sold investments, household paper products, candy, pet foods, real estate, commercial lighting and my longest tenure of selling was selling domestic, commercial and industrial replacement parts and supplies to distributors.
I was not the best salesman when I started to be a professional salesman, but, I began to learn and study the sales business. I took sales courses, read books, attended seminars and studied the sales business from both an academic viewpoint and from face to face experiences. I also took speech courses to improve my communications skills.
In my last 25 years of selling , I was an above average and a very highly successful professional salesman. Now I want to convey some of that knowledge to you.
Study the basic elements: Product Knowledge, Prospects, Competition.
Study the secondary factors: Preparation, Approaching a Prospect, Giving Product Information, Convincing the Prospect, Handling Objections, Closing and Miscellany.