Why persontoperson selling is like selling by direct mail
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Free Download - Why Referral Business Is So Valuable By James Yuille |
Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve their problems or fulfil their dreams. The process is essentially the same no matter whether you're doing it by mail, over the Internet or face-to-face. This sales training tip will help you understand the similarities.
Anybody can sell anything to anybody. There is no such thing as a "born salesperson" in the same way there are no born accountants or physicians. It is a learned skill.
The thing is, some things are harder to sell than others and require different kinds of presentations. Finally, you've got to realize that unless you make your sales calls, actually make contact with a potential buyer, you won't make any sales. As with direct mail, the higher your numbers, the more customers you're going to create.
Selling face to face is similar to selling by mail in that it's interactive, but the process remains the same. Stimulate interest by asking questions, identify problems, promote suitable solutions and ask for an order.
Essentially what you’re doing is taking your paper presentation and presenting it in person. You've got to gain attention - you've got to appeal to their interests - you've got to make them understand how his purchase of your product will be of benefit - and finally, you've got to ask for the order causing them to reach into their wallet for whatever it is you're selling.
The key to this tip is that, in essence, even though you're calling on your prospective buyers by knocking on their front door, the process the same as if you were writing to them. So it's very important that you look your best. Like your direct mail sales piece , you must look professional and successful. Everyone know that the opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately completed.
Once you’re in their environment you've got to carry over that image of professionalism and success - make him feel comfortable - be friendly and believable. Stimulate interest in whatever you're selling by appealing to one of their basic wants, needs or problems with a solution. Don't waste time with a long or complicated dissertation.
Make your sales presentation flow - anticipate his objections - and logically answer - them within your presentation. Explain the benefits to be derived from ownership of your product or service, and then whenever possible, show or read of proof, or testimonials from people who have already bought from you.
The most important thing you want to do is to create within your fulfilment they'll have as a result of buying from you. Stimulate imagination, and explain how to use whatever you're selling to their advantage.
Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force them to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve problems or fulfil dreams, paint a word picture that allows them to see themselves with your product and their problems solved or his dreams fulfilled, and then provide a simple order fulfilment process to enable them to take delivery.
The right questions will convert the sale for you - that is, if you've done your work properly and he sees what you're selling as an answer to one of his wants, needs or problems - they'll say: YES! I WANT WHAT YOU'RE SELLING! HERE'S MY MONEY - SO PLEASE RUSH IT TO ME!
Whether you phone – when you knock on that door - when you put your sales presentation on paper - when you're trying to sell something by mail - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done - just ask them if they'd like to know how to make their tires on their car last 10 years or more - if so, let me explain - if not, then don’t see me because I don't want to waste your time...
Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time - meaning that you must constantly be up-to-date with what you're selling, and improving your sales presentation.
Let me ask you this – would you be confident with your accountant or attorney if they didn’t keep up with changes in legislation? No? Should your customers by happy with you if you don't keep track of trends in selling?
Now ask yourself this – how many books about selling have you read this year?
Why persontoperson selling is like selling by direct mail - To learn more about this author, visit James Yuille's Website.
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Dave KurlanDave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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