The first step is to develop a dialog with the prospect, find out what their needs and wants are, base your sales for the customer, not the product. Be more of a guidance counselor than a sales person Ask probing questions, you are not educating your customer about your product or service, but educating yourself on what they want or need. Are you always preparing to meet your next prospect? Are you constantly assessing the needs, or wants, of your customers? Does your product meet their needs, or fill in a gap of their wants? Can you change your product to do that? Do not plan backwards and try to make the customer fit the product. Are your critical skills always razor sharp? Your presence, your rapport, your questioning style, your listening, and your ability to ask those hard to ask questions for feed back. If you are weak in any of these areas you can lose sales. You need to start off with the focus on the customer, not you and not your product. Start off by asking the probing questions, but be prepared to ask them in the proper order, but be flexible, since your prospects answers can change the line of questioning. This is where listening comes in to play, with the need to ask the next logical question, whatever it may be. What happens when the prospect retaliates and asks questions or voice objections? You maintain your cool, customer focused presence and answer with a question, or, when faced with an objection, counter with a fix for it. This is for those that are truly prepared. Say the customer says the colour is wrong. Do not contradict the customer, oddly enough they know what they want or need. Do not tell them that it is the latest fad, again, oddly enough they know what they want or need. Do not agree with with them, and do not disagree with them. You ask the questions which will help you determine which colour you do have may be appropriate, and, if that fails, you tell them you will check to see what can be done. "May I ask why this colour is not right for you?" and "Let me check on this for you." are acceptable answers. Know your competitors. The prospective buyer states "XYZ down the street has the colour I want." Know what they sell and how they sell it, be ready to answer all questions that the prospect asks, truthfully. Take notes! If your prospect asks a question you can not answer fully and/or honestly write it down, let them know you are keep track of all the questions that you can not answer at the time. If you are fully prepared you will not have anything to have to check on, but, you never know what kind of question may arise, so be prepared to make a note of it. Part of your preparation is your FAB statements. Ask you ask your questions and learn which Features your prospect needs or wants you can tell them the Advantage of the feature and the Benefit that goes with it. "I really like these drapes in dark blue." "Excellent colour choice Ms. Jones, during those hot summer days they can help block the solar heat from coming in the windows, saving you money on your electric bill from using the air conditioning. Would you like the 2 meter or the 3 meter length?" Remember, sell, sell, sell!!!! Any product or service can be sold, just by paying attention to the customer and truly listening to them.