Selling is more competitive than ever before. Selling is a lot more than just describing a what the product or service is and the Features and benefits to the client.
We are all in sales of some sort. We may sell a product or a service however we are always selling ourselves. Selling a person or group on why they should sell to us or buy something from us. We are always selling ourselves to a perspective partner.
What worked yesterday no longer works today. Good sale people work a process that progresses from prospecting all the way through to closing. Great sales people are good on the follow through. That’s repeatedly following up with clients and people they have sold to in the past. Just the additional step of keeping in contact with people they have already met.
The sales advantage is more than just going out and making a single sale. It deals with how a person manages their own time and the time of the people that works for them and the area or territory the work in, Prospect intelligently and get in front of potential customers. How a person structures their presentations on face to face meetings or to a group.
Sales is all about relationships. Smart people are constantly creating new relationships and brilliant people are also good maintaining and nurture the relationships they currently have. How each of us communicates with prospects and customers, how we present ourselves and the relationship we cultivate are just as important as the facts about what we are selling.
Displaying confidence in ourselves and our product or service, enthusiastically present a solution to our customers’ problem, then guide the conversation toward the conclusion we desire.
The Process is:
1) Build Rapport
2) Generate Interest
3) Provide a Solution
4) Resolve Objections
5) Appeal to Motives and Gain Commitment
6) Uncover Opportunities
7) Plan for Success
8) Master the Selling Process
You can learn more about sales and how to become a great sales person.
Dr. Beverly Pennacchini is a Master Trainer for the Dale Carnegie Institute.
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