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1) Say things in terms that the person you are talking to understands.

2) Don't sell. Help.

3) Always say "please" and "thank you."

4) Realize that your dreams of the future are better than the history of the past.

5) If you don't know, ask.

People hate to be sold products or services, but we buy things every day. To be the person they go to when they are ready to buy, you need to learn the art of asking questions.

Customers do not like salespeople who try to "sell" them things, but if you take an interest in what they are doing and really listen them, they will tell you how they want to be helped. Then, when you offer suggestions on how to make it better for them, you are speaking their language.

Have a sales question?

Contact us at sales@randolphsterling.com or look for us as a regular contributor to Monster.com's "Sales Careers" forum.

This page contains answers to common questions handled by our support staff. Please feel free to contact us to discuss your individual needs.

Questions

1) What can Randolph Sterling, Inc. show a good salesperson that they are not already doing?

2) I've been successful in sales, but lately, the economy has really hurt my business. How will Randolph Sterling, Inc. help me?

3) I own my own business, but never have been a "people person." Can Randolph Sterling help me to be successful in sales?

4) Randolph Sterling is currently providing individual consulting for my company, can I also go to a Success Seminar?

5) What is the difference between individual company consulting and the Success Seminars?

6) Can I hire Randolph Sterling to put together an individual consulting program for myself, or do I need to have my company purchase it?

7) How much do your programs and seminars cost?

8) Why did Randolph Sterling start Employment Preparation programs?

Answers

1) Sales is an art which needs to be constantly honed and practiced. The best in the business are always looking for ways to get that competitive edge and to look for that new technique to add to their arsenal.

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2) Economic changes have an effect on all sales business, but it doesn't have to be a determining factor to your sales success. We will develop a plan to help each member in your sales force get the most out of their abilities in the best and most trying economic times.

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3) We will show you some basic techniques that will help anybody be more comfortable in a selling situation, but we will also give you individual consulting help to dig deeper into your strengths and weaknesses. By accentuating your strengths and eliminating some weaknesses, we will help your sales and profits to grow. 

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4) Current customers are always welcome at any of our seminars, usually at a discounted rate.                                         

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5) When your company contracts with Randolph Sterling for one of our consulting programs, we will tailor that consulting to what is important to the individuals in the sales force. We will learn the strengths and weaknesses of each member and offer them individual information that will help them to increase sales, better understand customer needs, win sales awards and receive larger commission checks.

At a Success Seminar, we may have several different sales professionals from many different companies. We will explain different techniques that you can use right away to see immediate results, but the information is a little more general in nature.            

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6) We generally work with companies, but many individuals have hired us to run individual programs for them. Many of our corporate contracts started out by us working with one individual or an individual attending one of our success seminars.                                       

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7) Due to the individuality of our offerings, both in content and in length, we ask that you contact us directly to put together a specialized plan for you. Call us today at (847) 676-1050 or email us at sales@randolphsterling.com.                                 

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8) The economy is tough right now, and we wanted to help. There are many good employees out there who are either out of work, or have just finished school or a tour of duty in the military, and are having a tough time finding good career opportunities. We want to help them by showing techniques that will help you take control of your career search and find the opportunity that is right for you.   

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Where your success is our business

"I have been selling for almost 15 years, but I never thought I had all of the answers.

Recently, business has been slow so I decided to take Randolph Sterling's Success Seminar as a 'refresher course' and to help me get re-energized for the new fiscal year. I enjoyed it so much that I got my company to sign up for an individual consulting program for the entire sales force.

The change has been like night and day...people are happier and more productive, and they just can't wait for commission day to see those big checks!"

-E. Kenney, Account Executive, ATMU Co. Inc.

The only dumb question is the question not asked. In sales, being the "expert" doesn't mean that you have all of the answers, it means that you ask the right questions.

When you ask your client what he likes or doesn't like about something, always ask "What else?" Make sure you are getting the full picture before trying to tell them a better way.