Have you ever been through an entire presentation, or even an introductory presentation and then was told that you needed to talk to the decision maker? Not only was it a waste of your time, but for the other person as well. So make sure that anyone and everyone involved in making a buying decision for the company is present and at your meeting, even if you have to wait a couple of extra days for the meeting to take place.

In sales, as in any other industry, we have a foundation to lay in order to perform the rest of the necessary tasks. The preamble is part of laying the foundation for the "10 Point Sales Sequence".

There is an old but very true saying: "You don't get a second chance to make a first impression". So if you are going to work in the $100,000 plus market place, then you must, dress, look, and act the part of a professional and in a very short space of time you will be the professional.

You may have heard the saying before, "What the mind can see and believe it can achieve". But How? I hear you say. By changing your mind set. This will not happen overnight as it takes about 30 days to do it if you are working on it daily.

A broad general outline is that the market is divided into two sections.

1. The Domestic Market where you are selling to the public. The lion's share of this market is the retail sector but it also has huge direct sales market as well.
2. The Corporate Market is where you are selling to businesses and is by far the most profitable in direct selling for the sales person. Now before we break these down into bite size chunks I've got another question for you…