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There has been a lot written about sales. But what works and what should be avoided? There are volumes written about the correct ways to do it. The best way to find out is to ask those who successfully sell every day. I have been in sales most of my working life and am up there with the best of them. My best day selling is 52 individual sales face to face in a day [when the average was 5]. Not to impress you but to impress upon you that when it comes to gaining advice about sales you had better not get it from someone who just calls themselves a salesperson. Sales can be made even if the person doesn’t want to be sold [I call this the con sell] but like it or not it does work. There are those who would have you believe that the old way of making sales and marketing is gone. Let’s look at the marketing side of selling. Marketing goes hand in hand with sales. Generally the medium used here is a combination of: Marketing - Directories, SEO, direct mail, radio, television, newspapers and magazines to name a few. Even though the consumer does not trust these mediums 100% they still work effectively. How do we know that? Simply, because it’s proven every single day. People still buy from the advertisers. After all, how else do they know what is available? Many people buy because they want some thing that is advertised and don’t know about it until it is advertised. Instead of sourcing what is available we expect to be informed through a sales medium so we can then make up our own minds if we want it or not. Selling – This is where you persuade the consumer to buy on a direct basis either using a sales presentation verbally or in print form. Your sales presentation should answer objections with rebuttals, provide testimonials and provide evidence to support your claims. There is a myriad of evidence that this type of selling has been and always will be effective as long as human nature doesn’t change [and that is not likely to change as long as women keep giving birth]. Now why am I harbouring this point about sales? It’s simple. Don’t be blinded by readily accepting the viewpoint of those whose claim to have a new unproven method of selling without doing the Litmus test. What? Clue: How long do you give your child to walk? 6 months, 12 months or 18 months? My answer is ‘until’. So in answer to how to sell to others, my rules are plain: Try as many different ways as possible until one identifies itself as being better than the others, then put 75% of your efforts into this strategy and the balance into the rest. After saying all that, I do have some suggestions for you to follow if you want to increase sales even more. This will improve your customer loyalty, get more referrals and lower complaints to third parties. It comes down to the ABC’s of selling. Always Be Closing but with the technique of engaging. This is done by involving the prospect in an activity that involves them in the process. About the author To find out more information and get the full explanation of this article checkout the home page at www.commandobusiness.com or visit “Dan Cavalli’s private Gold Star Member’s site” at www.goldstarmember.com [You are free to use this article in any way you wish provided you keep it completely unchanged and include the resource box and link back to my website.] |