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,Cheap K.Williams Jersey Sales is a difficult profession to be in. Now multiply that by the fact that we live in this down economy and you face a real challenge. People are buying less and are more reluctant to act on impulse. There are,Cheap Brandon Marshall Jersey, however,Cheap Devin Hester Jersey, ways to actually make good money as a salesperson in today's economy. It just takes knowing how to sell when times are tough. It requires making some changes to your attitude and your selling techniques. One of the best ways to get more sales is to see more people. But you don't want to just blitz all possible buyers,Cheap Donovan McNabb Jersey, you want to be smart about who you are selling to. Sell to as many "profitable" companies as you can. This takes a little research,Cheap Emmitt Smith Jersey, but you should be able to find out which companies are actually making a profit despite the sagging economy. You also might want to think about how you are selling your product or service. Make sure you are focusing on the hot ticket terms that are out there. Say things like "good value" or "money savings" and you might get some additional folks to listen to your sales pitch. Everyone is interested in how you can save them money,Cheap Warren Moon Jersey, and this is especially true in this down economy. There are many experts that write about how to make a lot of sales in down economy. I suggest checking out www.newsalestechniques.com for a great in-depth resource that will help you make a ton of sales today.

First off, no one cares who your company is until they have a reason to care. Second,Cheap Brandon Marshall Jersey, rarely will a potential client be looking for a specific solution. Finally,Cheap Vernon Gholston Jersey, anyone could say their sales coaching measurably improves sales results. Let's take our example and ramp up the effectiveness. First, you might ask, "Do you work with or know an accountant?" Then follow up with the important point by saying,Cheap Marvin Harrison Jersey, "One of the biggest challenges they face is getting clients. That's where I come in." If you want more clients you have to have a way to connect with the people who could work with you. It takes both time and money to make these connections. You can't afford to blow it once you connect with a potential client,Cheap DeMarcus Ware Jersey, and they don't have time to allow you to waste their time. Here's what to do. Simply ask a relevant question. Then go directly to the most important part of your message. Stop saying anything like this. ABC Company provides sales coaching for service businesses that measurably improves sales results. There are several challenges with this typical response to the question, "What do you do?" When you make a connection with a potential client and they ask, "What do you do" how often do you make a good connection? All too often you blow it. You blow it when you sound... You come off like a poor copy cub whose Editor's words,Cheap Jaguars Jerseys, "Stop burying the lead" are ringing in his ears. People are impatient and self-centered. You either engage them from the onset or it's too late. There's an easy non-sales sounding way to do it. too professional too technical too boring The second example engages the other person by asking a harmless question. There's no risk in stating you know or work with an accountant. In fact,Cheap James Harrison Jersey, this question is disarming. Your listener will either already know or understand that getting clients could be challenging. Plus it's very easy to ask you, "How you do that". It's easy to ask you to tell them more about what you mean. Here's the most important thing for you to notice about the difference between these two examples. When you say something like the first example you probably get a glazed look from the person you are speaking with. Plus the conversation kind of fizzles before it starts because the other person already has their defense shields up ready to shut you out before you go any farther.

3. Plan ahead. You can't really just wake up each morning and do something in random. If you want to sell more,Cheap Jake Long Jersey, you need to make the whole selling process organized. Get your calendar and write all the things that you need to do per day so you'll know what to do when. 4. Follow-up on your leads. If I were you,Cheap Anthony Davis Jersey, I'd spend the first hours of my days making follow-ups on leads that I have previously generated. Call your prospects or send them follow-up email. Make sure that you build your products or services properly by communicating their features and benefits. Compel your prospects to take action by offering them with incentives or freebies. 1. Think like a customer. Put yourself in the shoes of your prospects to really understand where they are coming from. Ask yourself; what am I looking for in a product? What would I want a seller to offer me? By doing this simple task,Cleveland Browns Jerseys, you'll get a solid idea about the needs and demands of your would-be buyers. This can help you easily figure out how to convince them to buy from you. 5. Product-knowledge. You would want to sound like you know your products inside out. Giving your prospects all the information they need about your offerings can surely increase your chances of making a sale. 2. Goal setting. It's very important that you set your goals before you go ahead and sell your products and services. When you know you want to achieve,Cheap Falcons Jerseys, you are most likely to get there. Spend at least a couple of hours knowing what you really want and make sure that your goals are realistic,Cheap Bernard Berrian Jersey, measurable,Cheap Irving Fryar Jersey, and specific.

Once you have discovered this information you are in the position to do two things. 1) realize whether you have a solution for them. You may not have what they need. Don't try to fit a round peg in a square hole! If you can't help them,Cheap Randy Moss Jersey, tell them so. You can even refer them to someone who can. But don't try to be the solution they need when you really aren't. This is where your value statement comes in big time. Refer to it. You can see that the steps to successful selling aren't difficult. They are simple and necessary. Once implemented and practiced on a regular basis, they will serve your business well on a consistent basis. This is not to say that you can't have more than one target. You can. My suggestion is that you start with one. Make it easier on yourself. You want to be able to focus and create a plan. It is easiest when you have one target you are going after. Once you have penetrated that market successfully you can add in another one. Step 2: Messaging So now that you understand the value from the client's point of view it's time to craft your message around that value. This is where you actually speak to what matters to the prospect. Remember that they need to hear you and they will hear you when you are speaking directly to them. So many people are starting businesses these days. In addition, there are many small business owners who have been confronted with the necessity to sell for the first time. This can seem daunting to the sales novice. However,Cheap Anquan Boldin Jersey, it doesn't have to be. There really are some basic steps to growing a client base and therefore, a successful business. Your messaging should be short as well; the more concise the more believable. Think about it. Have you ever heard someone talk about their product or service and they go on for so long that you lose track of what they are saying? Or you are left with the feeling that even they don't believe what they are saying? Exactly! So,Cincinatti Bengals Jerseys, keep it concise and simple. Step 3: Target Market Now you understand the value and you've been able to craft a compelling message. Guess what? Now you know who your target market is,Cheap Nick Collins Jersey! Hurray! You can't be all things to all people and you shouldn't want to be. When you can target a specific market you will be able to focus and concentrate on them. You will also be able to monitor your success so you can easily identify what is working, and what isn't. So don't complicate the process - and don't avoid it! Embrace it and you will find yourself in a thriving, successful business. Step 4: Listen and Respond So this is a place where many people get tripped up. They get the meeting with the prospect and think they are supposed to talk - and talk, and talk! Nothing could be further from the truth. Even if the prospect says 'So, tell me about your company (or product or service).' Your job at the prospect meeting is to ask enough questions so you gather a solid idea of what the prospect wants or needs. You also want to find out how the company operates. The other part is continuing to develop the client relationship. What happens many times is this - we make a sale and then move on to the next prospect. We forget to continue the relationship process with the current client. Not the best situation! You want to be sure you are building the relationships with your current clients so you can get all the business there is to get from them. In addition, if you aren't working on your relationship with them you run the risk that they will leave you. They'll leave for the person who IS building a relationship with them. In a competitive environment your competition is calling on your clients. If you aren't communicating with them you won't know about this. In addition, you won't have done anything to build some sort of loyalty. In essence you will be telling your client that they just aren't that important. Is that really the message you wish to send? I didn't think so! 2) Respond to what they said. If you determine that you do have a solution that fits their need, create a proposal that speaks directly to what they told you. Don't try to sell them what you want to sell them. Sell them what they need. When you propose a solution based on what they told you, you are letting them know that you heard them. Priceless,Cheap Al Harris Jersey! Step 1: Value Definition The first step of successful sales is understanding the value your product or service brings to the client. It isn't so much what you WANT the value to be. It is more about how the prospect and client perceive the value. Step 5: Follow Through This may not seem like a part of the sales process but boy is it! You won't be successful if you are great at getting the sale but can't deliver. Sales is about the whole process - including continuing to develop the client relationship. So there are really two parts of follow through. The first is delivering on what you sold to the prospect (now client). There's a saying 'under-promise and over-deliver.' This is one of the keys to building a truly successful business. Exceed your client's expectations. And, once you've delivered,Cheap Jerod Mayo Jersey, check in with the client to be sure they are happy. It doesn't take a lot of time but can speak volumes about your dedication to providing an outstanding experience. This is a critical step. I submit that if you don't get this down cold you will struggle with sales. People don't like to be sold but they do like to buy. They like to buy the things THEY believe they need. You have to understand their perspective so you can speak to it. Then you will be heard. Steps - one at a time. That's what works. Copyright© 2011 Seize This Day Coaching

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One method of improving the sales techniques of the team is to introduce them to modern selling skills. These include respecting the client, and learning how to present the company in the best possible way. The principle of this learning is that the client is the centre of the sales team, and the seller must be prepared to put the potential customer first during any sales negotiation. These newer skills mean that the seller learns how to develop a modern and professional style when it comes to opening up new areas of sales,Cheap Byron Leftwich Jersey, and developing a strategy that allows them to reach out to new customers and those interested in the company's products or services. In order to learn new sales management skills, the sales team must adjust their whole world-view, the world view which has put the sale on a pedestal,Cheap Jacoby Ford Jersey, and instead focus upon one which is more centered on the client. The seller will learn how to engage the client during negotiation, and manage them by addressing their needs and wants. By presenting the company's products as the best option, including focusing upon unique selling points,Cheap Carl Banks Jersey, the seller will be able to bring the client around to the sale easily and in a positive manner. The modern client has different expectations of how they will be handled by the sales team,Cheap Toby Gerhart Jersey, and if they do not like what they are receiving from one business,Cheap Tom Brady Jersey, they feel perfectly free to move somewhere else. The rise of the internet has lead to customers having a wider range of choices than ever before, and this means that modern companies can no longer rely upon the sales techniques of previous decades. In order to ensure that you get the most out of any sales campaign, it makes more sense to try and improve the sales management skills of your team before they start trying to develop new business. The sales team is one of the most important aspects of any modern business, but far too many companies are using outdated sales techniques to try and create new customers or make a bigger impression on their current clients. These old methods of selling were at their most popular in the eighties, when the competitive culture meant that the client's were way down the list of priorities when it came to making a good sale. As modern businesses have tried to increase the number of people using their products and services,NFL Sideline Black United Jerseys, so it has become clear that a new set of sales management skills are required for the current client.

What would happen if you applied this ratio of 3 to 1 to your daily actions? In the 40 hour work week,Cheap Emmitt Smith Jersey, you invested 30 hours into activities where you attract attention and build relationships and 10 hours into actually selling. Of course to take this action would suggest you have a specific marketing: Now you may be thinking I invest a lot of time marketing between business to business networking events, tradeshows, direct mail, and electronic newsletters to blast emails. Yet what is your goal? What is that thought lurking in the shadow of your mind? Be honest. For most the goal is to make the sale,Cheap Kyle Wilson Jersey, close the deal. It is not to attract attention and build the relationship. There is an old expression of when you change how you look at things; the things you look at will change. If your desired revenue results are not where you want them,Cheap DeMeco Ryans Jersey, maybe now is the time to change how you look investing your time and where you make those investment. Who knows? You just might achieve your goal to increase sales. If you disagree,Cheap Adrian Wilson Jersey, then let me share with you these statistics: One (1) out of two (2) leads are not acted upon 90% of salespersons make less than four (4) contacts 80% of all sales are earned between the fifth and twelfth contacts or calls When these statistics are viewed in light that only 10% of all businesses last 10 years and 50% are gone in the first three (3) years (according to the U.S. Small Business Administration),Cheap Vincent Jackson Jersey, then does it not make sense there is something missing here? What is missing is understanding the sales process is comprised of 3 phases: marketing, selling and marketing. Look at what word is repeated twice. People buy from people they know and trust. To establish trust means you must earn it and that suggests more than one contact. Each touch with the potential customer or even better yet qualified potential customer needs to focus on him or her as real individuals and not a potential drawer to the cash register. Sales Training Coaching Tip: Top performers are authentic and truly understand the value of relationships. The goal to increase sales is a noble and necessary one. And there are a lot of so called experts who have sold hundreds to thousands of sales training books sharing with you their proven selling strategies that will catapult your skills turning you into a top performer. Action plan Goals Calendar However let me ask you one simple question: If people do not know about you,Cheap Gerald McCoy Jersey, how can you ever convince them to buy your products or services? Given the global marketplace, now more than ever to increase sales means you must decrease actions devoted to selling and dramatically increase activities related to that dreaded word - marketing. Now again some noted sales training companies and experts will tell you it is all about how you sell and that is true only after you have completed these first two action steps: Attract attention Build the relationship The 21st century economy has shifted from the bazaar or open air markets of the past. Now potential customers have a plethora of choices for any product or service imaginable and some even unimaginable. Between technology and jet planes, you can buy from around the world and have delivery in a matter of days.

You need more meetings on your calendar, and getting the decision maker on the phone is harder than ever. This guide offers ten proven sales success techniques which will ensure that you connect. 3. You're on the Road That's Rule #1 in sales and for enabling sales success, and I apologize if you don't need to be reminded of it -- but many sales reps do. If you're not passionate about what you're selling, how in the world will the prospect get excited enough to make a positive decision? What you're doing is worthy! You deserve to get the decision maker on the phone! Expect everyone else to feel the same way. 6. People, Places,Cheap Buffalo Bills Jerseys, the Things They Do and the Times They Do Them 2. Don't Sell To Voicemail 7. Go Inside 8. Reference Check If you're cold calling and getting nothing but dead ends, then you need to invest more time and energy toward research. In today's day and age of LinkedIn and a dozen other viable means to discover your personal Six Degrees of Separation, it shouldn't take you too long to leverage a relationship. Webster's Dictionary defines 'friend' as an acquaintance or one that is not hostile, among other things. Based on those definitions, you should have a lot of friends to leverage. You want a meeting with Mr. or Mrs. Big and Lord knows that it's darn hard getting him or her on the phone. You can access dozens of seemingly important folks at lower levels and maybe that works for you. But if you truly need to be selling at the Mr. or Mrs. Big level,Cheap Jerome Bettis Jersey, then stay away from the others. Who cares if it takes 20 or 30 times as many calls to get him or her on the phone -- it's worth it. There's a reason those other folks are always so available. If they had decision making power you wouldn't be able to raise them so easily, either. So if you need to sell to Mr. or Mrs. Big, then hold out and don't settle for less. 1. Call Again Phone systems can be tricky but they can also enable access. Who says you have to call the decision maker's direct line or that of his or her assistant? You'd be surprised how often some random extension in accounting,Cheap Jerry Hughes Jersey, engineering, security or a half dozen other departments will gladly transfer to extension 2501 -- most times they have no clue they're transferring you to the big honcho. Have fun with it and see what works. 5. Time is NOT Money That gem is from the old hit TV series NYPD Blue. Bosses work 7am-7pm while their Gatekeepers work 9am-5pm,Cheap Howie Long Jersey, or thereabouts. Scheduling quality prospecting time a couple of days a week, early in the morning or late in the afternoon and evening can work wonders. 10. Don't Settle for Less This may not be true if you work for an industry-leading company but chances are you don't. As soon as you leave a prospect a voicemail, you've just lost all control. They know why you're calling, and chances are they've made a decision about your offering before you actually get them on the phone. Don't lose control -- don't leave a voicemail. 4. You Gotta Drink the Kool-Aid OK, now we are getting into a grey area. Be careful how you use this technique because if you're not accurate in your wording and how you transition from one topic to another you'll come off as a fraud. I'm not recommending misrepresentations here,Cheap Robert Meachem Jersey, but you'd be surprised how many times you can get through to the head honcho simply by stating that you're calling about Tom Jones or whatever the name of his or her former employee is. Develop a reason to have THAT conversation and if the (legitimate) opportunity exists to extend the conversation to a more virtuous discussion, then run with it. But don't risk your reputation by being sloppy. It's an embarrassment to our profession that I have to lead with this tip. (If I had a nickel for every reasonable,Cheap Mike Williams Jersey, voicemail I received from a sales professional that I simply did not have the time to talk to that particular day). Years ago, I returned everyone's call regardless, but those days are long gone. Why do so many sales professionals call only once? If you try two, three, four or more times, you'll likely get your eight seconds to WIIFM (What's In It For Me). Gatekeepers always want you to leave a message or overly identify yourself and why you're calling. Don't take the bait. "Thank you, Suzie. I'd be happy to leave Mr. Decision Maker a message but I'm going to be on the road today and would rather not ask him to play phone tag. Is there a specific time or day that would be better to try and reach him?" (And if you feel guilty about saying this because perhaps today is not the day you're traveling around the world, my guess is that YES you will be "on the road" even if only locally at some point today). The old adage that time is money is the second biggest piece of bunk ever uttered (send me an email and I'll share #1 with you). Time is INFINITELY more valuable than money. You can replace money a million times over -- you can never replace time. Remember that the next time you go soft on trying to get through or think that your precious seconds and minutes of phone time aren't valuable -- your time is priceless! 9. Warm It Up

I would really like to make sure that you understand that selling is an easy thing if you have the right attitude, so instead of fearing upsells I would like you to enjoy them. I want you to think about them like they're the greatest thing in the world. They really are. Without this strategy, sales closing techniques will not even be close to completed. You have to understand that you need this strategy, unique to offer people more after they purchase something from you, because they are already in the buying new. They are already in the mood to buy more from you, often they already have their wallet taken out with their money inside it,Cheap Tom Brady Jersey, and they are ready to purchase something that will make their recent purchase even better. Now,Cheap Patrick Chung Jersey, you don't want to sound pushy or desperate when you are trying to make people to buy more after they've just bought from you. You don't want to sound like you really want them to buy it from you. You don't want to sound like you're desperate for a few dollars here and there. Instead,Cheap Johnathan Joseph Jersey, you want to make sure that they understand that the upsell is actually going to help them. It is going to make their life better and it is going to make it possible for them to enjoy the product even more, and even more fully. The upsell is supposed to make the product more complete,Cheap Dan Fouts Jersey, and it is supposed to be even more enjoyable for your prospect. It is kind of interesting but people are confused about upsells. I understand that this is probably one of the hardest thing for people to do. In fact is that many people forget to even incorporate this strategy into very sales closing techniques. The fact is all so that the more you do them, the easier they be calm,Cheap Lawrence Timmons Jersey, and consistently the more money you make. A selling situation does not have to be pushy and does not have to be dreadful. In fact, I've had many encounters any experiences with various salespeople,Cheap Nate Clements Jersey, that have claimed a whole purchasing process so interesting and so engaging that I was compelled to buy from them more and more. I want you to understand if people want to buy things, but they don't want to be sold. They want to make the decision to purchase something on their own, so that they are happy with that decision. The fact is that with the right cell is closing techniques, you can make sure that they will make their decision to purchase on their own.

At the end of the day, the buyer still has to buy. At the end of the day,Cheap Kevin Smith Jersey, until the buyer says 'Yes' and gives you a check, you haven't made a sale. And all of your permission marketing,Cheap Gerald McCoy Jersey, spin, digital body language, lead generation, and understanding of who and why and when and if a buyer buys, does little more than find the prospect, follow the external activities of the prospect, and then hopes - yes hopes - that the buyer will come back and choose you. As my friend Roger Cauvin says, "The pain is in the buying decision process." I believe that basically, sales has not changed since the beginning. Sure, the bells and whistles have changed: it's far, far easier to get leads and interest; it's much simpler to get your message out; it's much quicker to find out whatever you need to find out about prospects. It seems to appear as if buyer's buying decisions are different (they aren't,Cheap Eagles Jerseys, we just know more). But all of this leads to... leads to what? And there is no sales model that helps the buyer manage the off-line, behind-the-scenes decision issues. Because the sales model is perfect for understanding and assessing needs, digitally following the observable buying behaviors, and placing a solution. But it still,Cheap Terrell Suggs Jersey, with all of our technology, cannot influence the prospect's private discussions and meetings that greatly bias the buying decision. So - would you rather sell? Or help buyer buy? Just like you couldn't walk by a great house and walk in and buy it, and then go home and tell your spouse that you just bought a house and now you'll be moving, buyers can't just recognize a great solution and bring it in. People must buy-in. Technology must work around it. The work-arounds that hold the current problem in place must be re-directed. Sales doesn't do that. You can't do that. But the time it takes buyers to come up with their own answers is the length of the sales cycle. And you asking them how it's done,Cheap Eddie Royal Jersey, or who decides it is still acting from a needs analysis/solution placement head set: even if you know how it's done (which even the buyer doesn't), or who the decision makers are (which the buyer doesn't know at first, and an outsider could never influence), it won't affect the route the buyer takes off-line. Because until or unless all of this takes place, until or unless there is buy-in, until or unless the buying environment is able to agree to bring in something new (a solution) and ensure that the 'new thing' won't permanently damage their current working environment, they will not buy. ENTER BUYING FACILITATION Until Buying Facilitation there has never been a way to attend or have influence over the private 'stuff' that goes on that we are never privy to. But make no mistake: the buyer has to manage these internal issues, these relationships and political mine fields. Using Buying Facilitation you will be able to get onto the buyer's buying decision team on the first call. Yep. Once you stop attempting to understand their 'pain' and place your solution, there is a whole different set of possibilities. What the sales model still does not handle at all is the How. Take a look at adding a new set of skills to what you're already doing. It's an addition to sales, but not based on needs analysis or solution placement. We wait while buyers do this anyway. Why not help them and be part of the solution? How is the prospect managing their issues? How will they know if it's worth it to seek a solution that might work better? How will they know that one solution over another will fit within their environment? What has stopped them from seeking a solution until now? How will they ensure that the new management will have their interests at heart? These are just a tiny fraction of the questions buyers must answer before they make a purchase. And sales does not help them address these issues, nor does your charming personality and fabulous solution. Those are a few of the questions buyers must manage. Do they sell your product? Well, yes and no. Not specifically, but until buyers manage some of these issues,Cheap Patrick Chung Jersey, they can't buy anyway. Your choices are to act as a neutral navigator and help them walk through their decision issues (with no bias or solution push) or sit and wait til they've done it themselves. How does the buyer recognize and manage all of the internal elements that must be addressed so s/he can get the necessary buy-in to make a purchase or resolve a problem? How does the buyer align the department heads with the budget issues and the partners? How do the old vendors get re-chosen or deleted? How does the prospect meld the old technology with the new, and ensure that there is still enough work for the tech guys, 0r make sure that the users still are on board when they don't like the new software?

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Get your client to commit to an action. It is imperative to set specific actions, to be performed at specific dates. The absence of one can signal a long decision cycle, leading to no where. The whole sales cycle, has to be managed. I know this is difficult especially when we have more than one customer to attend to. Thus, it is important that you have these dates marked out in your electronic sales planner. Set the reminders for the key milestones and you will not be bogged down by them. 2. What specific milestones at which dates? Understanding who will be involved in the decision, in terms of the economic, the technical aspects,Cheap Roscoe Parrish Jersey, the eventual users and the influencers are important. Each of these stakeholders, will have different concerns and different functions of your product or service, has different value assigned to them. Clarify the buying process with them. Take time to understand the jobs and responsibilities of the people whom you are selling to, in order to adapt and cater the benefits of your database to them. A good salesperson and a mediocre one will react differently to the same situation. A mediocre one will not go a step further and accept the prospect's manipulation of the sales process; while a star performing salesperson will seize the day to get a pie of the budget! Remember,Cheap Raiders Jerseys, if you do not get a share of the budget at the onset, you are probably at the back burner of their list of priorities. Make it as easy as possible for your prospect to "sell" your product or services in front of their management. Do not make them jump hoops, just to defend your product or services. That is your job, not theirs, and no one has to go the extra mile for you. 3. Who are the stakeholders in the decision making process? Adapt accordingly. Yet,Cheap Lavar Arrington Jersey, when you are getting the user buy in, probably the Finance Assistant, elaborate on the ease of data entry into the fields, as well as navigating between the various modules of your program. Make it clear to them that it is convenient and easy-to-use without much learning. Human beings,Cheap Rashard Mendenhall Jersey, by nature,Cheap Eric Weddle Jersey, are resistant to changes and you need to wear down their resistance to change. 1. Budget allocation - When, who controls it and how much? Question diligently and intelligently from the start Many salespeople, for fear of being rude or intrusive, do not ask the tough questions. Yet, how is one able to provide a solution without first understanding the need of the customer? Thus, position your qualifying question, from the perspective of meeting the customer's needs. The key questions include: Alternatively, if you are too busy making your rounds and doing sales presentations, outsource the tracking and follow-up to the staff you want to groom. Do you find yourself having to wait longer than usual for your customer to sign on the dotted line? Do you wait only to hear them lament about budgets being put on hold or a leaner budget in the current financial year? How do you manage the sales cycle in this current challenging and economic climate? Managing the sales cycle, through effective questioning, helps you to close your deals more quickly and effectively. At this juncture,Cheap Blaine Gabbert Jersey, do not make the cardinal sin of rattling off the functions of your product or service. No one is really keen in them. Thus by questioning effectively, adapt your sales pitch to show them the value in how your product can make their life easier. This allows them to spend less time and effort doing the same piece of work. The importance of understanding budget allocation can never be underestimated. A database salesperson once called his prospect for a meeting. The prospect postponed the meeting as he has an important budget discussion with his management. What will you do if faced with the same situation? Will you (a) Simply agree to meet up after the budget discussion (b) Seize the day and prepare a sales proposal with key details and value your product offer and rush to give the prospect a copy of this sales proposal to discuss during the budget? For example if you are selling accounting software, a Finance manager will be concerned about the reporting function of your program. Will your software be able to generate easy to use and read exception reports? Will your software be able to generate professional looking pie charts and graphs with the click of a button? Understanding that a Finance Manager's activities include review of exceptions on a high-level with a risk based approach, as well as making presentations to the management during monthly meetings, will allow you to pitch the benefits of your product better.