I thought istead of the usual fare...I would give you something to work with. Here are tips that you can use!
Seven Selling Fundamentals
There has been a time that we have all experienced, where you totally surrendered to a sales technique and the enthusiasm of a true 'Sales Professional." You had no prior intention to buy ANYTHING, you made that decision on the way to the store. You just wanted to hear about the product and do a little price comparison or “shopping”. During the sales presentation your resolve began to crumble.
By the end of presentation, you did not change your mind, but you made a new decision based on new information, that made you want to buy that particular item. It was masterful: the timing of the questions, the tone of voice, the amazing ability to listen to what you were really asking for. The person took an interest in you and your needs. It seemed like that salesperson could understood your pain. We loved every moment of it! The sales process was effortless, far from the pain-filled norm and even enjoyable! I bet you even spent more money that you ever thought you might after you got done “shopping around”.
How did this happen? What happened was that the level of sales professionalism made us feel that our needs were safe we could trust this person. We felt comfortable. We began to relax and think about our future with that particular product in our possession. We love buying from a true professional because that makes our lives easier. Even better, we love referring them because they make us look good.
Effective professional selling fundamentals are what make this 'Sales Professional' that good. To be compassionate about being a sales person, with the drive to become this effective, you should become familiar with the following seven items.
1. A Selling Foundation
The fundamentals of selling consist of a basic foundational sales skill set. These include features and benefits, hot buttons, closing, silence after asking for the sale. A good foundation is what makes the process work.
2. The Art of The Sale
Anyone can paint a picture, but an artist paints a picture so beautifully that you might pay to put it on your wall. Learning the selling foundation is a great start and will make a dramatic impact on your sales career and pocket book. Now add learning how to deliver the about skill set in the same way an artist makes a painting and see your results soar. The art of selling consists of the proper use of voice inflection, body language, eye contact, presentation skills, type of questions, use of silence, pace of speech, etc. Research shows that tone of voice and body language make up 93% of the impact we make on other people. It's NOT what you say, it's HOW you say it that matters.
3. The Selling Psychology
All sales people face the same psychological challenges of facing rejection, reluctance to make return phone calls and procrastination. While these problems may not be logical in nature they exist in most salespeople just the same. At times will power can suffice, but when we fail to overcome these challenges it may be due to taking a purely logical approach (better time management) to solve emotional problems (lack of impulse control). You must use coping strategies and tools to deal with the realities of being a salesperson and create the proper mindset and attitude of a "Sales Professional." This task is difficult to master due to its complexity.
4. Generating Results
By using key scientific methods and understanding the role someone’s experiences and character come into play in making buying decisions, the Sales Professional can experience vast improvements in closing ratios and speed the trust building process with prospects. You must learn the sales process/methodology, and continue to practice it instead crossing fingers (or worse yet lowering your price) and hoping that the gift of gab or instinct will get you by.
5. The Sales Objective
True salespeople know exactly what their job is every day. They know what their objective is on every sales call and are comfortable driving the sales process because due to continued practice of a system they know each step by heart. Their prospects find it easy to do business with them because they reduce the number of decisions that need to be made, allowing them to focus on their business.
6. Objection Elimination
A proven selling strategy consists of creating leverage and compression, preemptive selling to eliminate all objections before they come up, and consultative selling. This is where your income breaks the six-figure barrier. By brining up and elimination objections before they happen, you lead the prospect to a purchase.
7. Self Accountability
Create your own sales accountability system. All of the first six pillars are skills that can be learned and improved on day by day if you are a committed sales professional. However, the key to bringing them all together and turning them into more income, is a system. This ensures all the right things happen, at the right time, every time, with minimal wasted effort and maximum benefit both to the customer and for you. Timely follow-ups with your contacts as well as your current leads are critical if you want to be successful.
To learn more about our sales systems, go to
www.crownjackgroup.com
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