This chapter is for all salespeople...and every person sells something every day - whether it's an idea to your spouse, or to your business asociates. All businesses and people involve some form of selling, because everyday we are selling ourselves and our ideas to our families and many other people. Nothing happens until a sale is made - in business and daily in the "river of life".
I'll now share some ideas from my experiences in the days in the business world, the "corporate jungle" ("many many moons ago"...
All salespeople need motivation, stimulation and inspiration (daily). One of the best sources of inspiration is the ideas of other achievers. Anyway, here are some thoughts of mine on selling skills from my work in my previous career.
REMEMBER the following from the "Salesman's (and woman's of course!) Creed".
"Thou art out to make a living, not a killing.
If thy prospect quits listening, thou should quit talking."
The best way you can avoid being rejected is to never ask for the order.
The hardest thing about this business is getting in front of the right people. Prospecting is 80 of the sales process.
Sales success is not a secret, it's a system - and the key is systematic prospecting. For Gold!
We have many chances to make a lasting impression; but only one chance to make a first impression.
"You can get everything in life you want, if you help enough people get what they want" (thanks Zig Zigler)."
The buying decision is made in the buyers mind - not yours.
Selling is 15 per cent product knowledge and 85% people knowledge.
You cannot be one kind of person and another kind of salesperson. Your customer's favourite topic of conversation isn't the weather or sport or the news - it's themselves. So when you're selling a product, stress how it will BENEFIT THEM. Radio "WAIIFM" (= "what's in it for me").
N.B:
Stress the BENEFITS and not the features of your product or service. What will your idea to to enhance the life of your customer.
"INCREASE, IMPROVE, REDUCE, SAVE": These are key words to "turn on" consumers; so "press their hot buttons". From saving comes having.
Use KASH (your knowledge, attitude, skills and habits).
Use the words "why not?".
and always remember,
Get your sales message, your presentation in front of as many prospects as possible; because...
The more you TELL, the more you SELL.
A mediocre representative (or agent) tells, a good agent explains, a superior agent demonstates. However, a great agent INSPIRES buyers to see the benefits of the product as their own."
Managing your business only for profit is like playing tennis with your eye on the scoreboard.
So have FUN in whatever you do.
Happy selling (as you ride down the 'rapids of life')*
Eagle Productions ("Information and Inspiration Distributors, Incorrigible Encouragers and People-builders")
* that's a metaphor, btw!
P.S: There really are no secrets in effective selling, I believe (see title). Just be friendly and be yourself with a genuine desire to do your best for your customer...and you will sell plenty of product. This extract is from "Quote, Unquote": A collection of motivational, inspirational quotations on various subjects, together with personal anecdotes, which inpired the author to start writing as a new "career" . Get a "proper job", craig!
About the author:
Craig has worked many years in the field of marketing (a "normal job") and has studied and written extensively in the field of self help. Craig believes in the great potential of every human being in the journey of life and loves to encourage people to become all that they are CAPABLE of being. http://www.myspace.com/writercraig http://www.selfgrowth.com/experts/craig_lock.html and http://www.craiglockbooks.com
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