“The Specialist” Sales and Management Training Blog

Hi everybody,

I have another good but simple one for you tonight.

I will almost be willing to guarantee you that 90% of all sales people, maybe even higher, have NOT read in it’s entirety the paperwork they are asking their customers to sign! I personally have seen deal after deal lost by unprepared salespersons when by chance the customer glances at the paperwork and their eyes just happen to land on a specific paragraph and the salesperson has no clue what it means. Sometimes the salesperson is lucky and they can BS their way past it, others are not so fortunate.

A professional salesperson is prepared.

When I mention in earlier posts about “Product Knowledge”, I am not just limiting myself to the product. You must remember that you have worked very hard to gain a rapport and then you have given a tremendous presentation, why would you let something at the very end blow the sale?

The reason is simple…It’s boring and you don’t think it’s an important part of the sale. I assure you it is a very important part of the sale! In sales you have plenty of down time in between sales, it is during that time that you should make a point to read every word of the paperwork and if you don’t understand what some of it means ask your manager.

If it makes you one extra sale a year by being informed and not being caught off guard then you just gave yourself a raise!

“The Specialist”