Have you ever wondered how elite salespeople earn so much money? Here's how: five sales secrets that will put you way ahead.

1. Solve Problems and Make People Feel Good

There are only two reasons people will buy your product: to solve a problem, and to feel good.

You develop good feelings when you provide a product that solves a problem: help the person sleep better, relieve stress, increase energy, etc. Personal guarantees, automatic shipment and great service also make clients feel good. If you can solve their problem and make them feel good, you'll not only sell more, you'll also have more referrals.

2. Under-Promise and Over-Deliver

Make sure that your product lives up to your presentation.

Always present your products with enthusiasm but don't get too carried away with the benefits. For example, product delivery: if your company takes 24 to 48 hours for delivery, tell the client it will take 72 hours. That way, you're safe if it's delayed and a hero if it shows up a day early.

Another example: explain that it may take up to 90 days for your customer to see a substantial difference from using your supplements. Every person's body is different. More often than not, she will notice a difference before the 90 days. Again, if it takes time, you're covered and if she feels more energy, loses weight or sleeps better before the 90 days, you now have a loyal customer forever!

3. Welcome Complaints!

Unheard of? Sure and it works.

What's the first thing you do when someone starts to complain about your products, service or company? Get defensive? Next time, do nothing: simply listen to what the person has to say. Let him get it all out complaining, haranguing, even name-calling, whatever. When he finally stops, wait a few seconds and then softly say:

I'm sorry you feel that way. Just tell me what you want: whatever it is, the answer is yes.

Then, don't say anything. Give the person time to process what just happened. You have totally defused his ire; now let him come up with his own solution. Remember: the calmer you are, the calmer he'll be.


You develop good feelings when you provide a product that solves a problem: help the person sleep better, relieve stress, increase energy, etc. Personal guarantees, automatic shipment and great service also make clients feel good.

4. Offer a 100% Personal Guarantee

Always on all your products.

I can't tell you how much more business you'll get from this one idea. It's easy to fall into the habit of simply offering the company guarantee. That would be okay if the client were dealing directly with the company but that's not the case: the client is doing business with you! You will sell more products if you personally guarantee the results. You may have to pay a restocking fee but believe me, it will be well worth it.

If you have an unsatisfied customer, it is your responsibility to make things right. Don't assume the company is going to take care of it. If someone demands a refund, my response is, I'd be happy to send you a personal check. Please put the unopened product in the mail, and as soon as I receive it, I will send a check immediately.

And by the way: if you don't feel strongly enough about the products you're representing to do this, then find a product that you do believe that strongly in!

5. Write Five Hand-written Notes Every Day

You can increase your income by getting in the habit of writing five hand-written notes to every person you call. Past clients, people you've presented to or left a voice message for, people who stood you up on appointments, people who asked you to take them off your database and they never want to hear of you and or your company again I mean, everyone! I've been doing this for the past five years and have been amazed at how it has increased my business.

These notes don't have to be long; mine are generally only four or five sentences long, written on my simple, nothing-fancy personal stationery; I always include my business card. Here are some examples of scripts I've used:

  • As you requested, I have taken you off our VIP database. Thank you for your honesty. If you ever change your mind, please keep my card; I'll be here when you're ready.
  • I tried to reach you, and left you a voice mail message. I really need to speak with you in person. When you have the opportunity, please call me at (my phone number).
  • Thanks for the time you spent with me today. I enjoyed our meeting. I know and respect that you feel at this point my products are not for you. Please keep my card, and if you ever change your mind, I'll be here when you're ready.
  • (For a no-show:) Sorry we didn't get the chance to meet today. I hope that whatever came up was resolved quickly. I really need to meet with you in person. When you have the opportunity, please call.
  • Solve problems and make people feel good; under-promise and over-deliver; welcome complaints; offer your personal guarantee; and write hand-written notes. There is nothing more rewarding than having a selling system that works!

    Dawn Siebold
    is co-founder of the Gove-Siebold
    Group (www.gove-siebold.com), a
    training organization that helps
    networkers develop world-class
    communication skills.