We have all dealt with good and bad sales people and have either enjoyed or suffered through the expirence.  If we look at them, we find that the best ones share one trait: The sales person concentrated on you and your needs. He or she was not pushing product, he was helping you satisfy a need or solve a problem. It is this type of consultative selling that makes for a good experience and drives repeat business.  It requires that the sales person:

• Listen, then ask the right questions and then listen some more,
• know the products and the features of those products,
• because they listened, they can determine what the customer needs,
• they can then match the product with the right features to satisfy those needs and
• can show the customers how their needs will be satisfied by the right product.
• Then, and only then, they ask for the business and wait for an answer.

Simple, isn’t it?