The Salesperson’s Tool Kit

To be a successful salesperson, you have to be competent and confident. This means you have to know the features and benefits or your product or service. But you also have to have self-confidence to be able to communicate this knowledge to your customers.

The best way to achieve this is to be prepared. Write a list of at least 5 benefits your customers or clients will receive from using your products or services. Practice saying them out loud until they become second nature to you, then develop and rehearse scripts that will overcome any of your customers’ excuses and hesitancy.

There are a number of sales tools that you should have in your kit bag, including:

Positive Attitude
To get yourself into a positive frame of mind, before you pick up the phone to call a customer or they walk in the door, try some of these affirmations. Silently repeat to yourself as you smile: “I will make this sale”, “I’m a winner”, “I feel great”, “This person likes me”. We become what we think, so if you have a winning attitude, you will be a winner!

Well Groomed Appearance
The visual impact of the first 20 seconds is most important because that is when prospects are making a judgment about you. You don’t want to be immediately behind the eight ball. One old salesperson trick is to carry a damp face cloth to wipe the face to freshen up before appointments (probably best on the guys – girls, just a touch up with your make up).

Confident voice
On the phone, the first thing the customer or client hears is your voice. To create some rhythm and colour in it, hum a few verses of a song before you dial. It allows you to find your true voice. A relaxed and confident voice will put your customer or client at ease. Also hold your thought and quality of the voice to the very last word of each sentence. Some people when they come to the end of a sentence are almost inaudible. Match the speed of talk with that of your customer or client, because people like dealing with people who are in tune with them.

Body Language
Fifty-five percent of human communication is non-verbal. If you are upright with your head held high, you are sending a message to your customer or client that you are energetic, interested and confident. A sincere smile says to the customer or client “I like you”, while eye contact helps create a bond. Be as relaxed and natural with your body as you can.

Remember … Nothing happens in business until an item is sold!

To Beef Up your sales, email me at for a Special Action Report “100 Sales Generating Tips”

Have a positive and profitable month!


Yale Morgan
Better Business Group Australia
PH 1300 311 743

About Yale Morgan, SME Business development specialist

Yale heads up the Better Business Group (BBG), which, as a company has proven business development products and systems, that range from "Do It Yourself" products to fully systemised Business Coaching Programs.

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