Selling: an art of a skill?
Selling is as much an art as it is a skill. The basics of the selling process can be learned by anyone, but the practice of selling is something that the super star sales people have brought to an art level.
What gets them to that level?
1. Superstars develop their own style. They know who they are and are comfortable with it. They watch the masters, but don't copy the masters. They know whether their humor delights people or turns them off. They know how aggressive they can be and when to back off. They are great readers of people and people's reactions.
In the business of speaking I think of Tom Peters who is one of the biggest management gurus of our time. He commands tremendous fees for speaking and is booked constantly. But when I watch him I am fascinated by the rules he breaks when speaking. He paces like a lion, he shouts to the point of straining his voice, he uses notes ? all things that we are taught not to do. But it works for
him. In contrast you have Maya Angelou who stands in one place and delivers in melodious tones and hold her audience riveted just as Tom Peters does. Different styles ? both work.
In the field of acting you have Jim Carey who practically turns himself inside out to get his point across and you have Sir Anthony Hopkins who can get his point across with the raising of his eyebrow. Different styles ? both work.
I have seen waitresses interact with customers. Some are brash and funny, others are sweet and accommodating. Both types make good tips because they've developed their own style.
I have bought from sales people who have been persistent and I have bought from another who let me go at my own pace. I've been comfortable with both because they didn't try to be someone they aren't.
2. Superstars know their strengths. Superstars are constantly evaluating themselves. They work at developing their strengths. They know what works for them and will repeat it over and over. They get better with each sales call.
Although they capitalize on their strengths, they don't ignore their weaknesses. They monitor their weaknesses and work on improving in those areas ? but not in front of their clients. They find opportunities to practice on their friends, family and strangers. When they feel they have improved, they will then start incorporating those new behaviors into their sales presentation.
Because what had been a weakness is now under their control, they begin to use them as their strength. Thus, they constantly work to use their strengths to their and their customer's benefit.
3. Superstars have confidence in their ability. Just like great athletes, they have practices their craft over and over again. They know what works for them. They are confident in their ability. When it comes time for them to close the prospect, they are able to deliver with a confidence that the prospect believes in.
4. Superstars don't leave it to chance. They are practiced, well prepared people. They use winning phrases, they remember past successes. They write down and memorize anything that has worked in the past.
5. Superstars use a proven formula that is just right for them. All the techniques that are taught by sales trainers work. It is finding one that works for you and using it. Jumping from one to another does not give you the opportunity to hone your skills. Find one that works for you and use it all the time.
The basics of selling are Prospecting, rapport building, question asking, presenting, question answering, closing and follow up. There are variations on these basics, but it all comes down to these 6 skills.
6. Superstars don't use gimmicks. Gimmicks work one time, but the prospect is apt to feel manipulated. If your customer feels manipulated they won't give you referrals, they won't want to buy from you again and you can be sure they'll tell all their friends not to buy from you.
Margo Chevers, author of the book STOP the BS (bad service), has been providing sales and customer service seminars and consulting to a diverse cross-section of industries for the past 15 years. For information about Margo Chevers' speaking or training schedule call (800) 858-0797 or Margo@MargoChevers.com
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's the word "you." Why?
How to Build Sales With Extended Benefits
An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."
Why People Use Long Sales Copy
Have you ever wondered why some people use long sales letter?
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or service is flawless. More importantly, we would like for others to believe that as well. But no matter what you sell, a drawback (sometimes several) will always exist, even if only in the mind of your reader-prospects. Either way, you MUST address the issue up front. In fact, if written properly, "the damaging admission" can actually be used to your advantage.
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from your competitor?
Get The Help You Need With Fund Raising Ideas
There are many fund raising ideas on the market today for anyone that is looking for them. Fund raising ideas are easy to come up with and are very successful in some cases. Before you start on fund raising there are a few things to do to make it as good as it can be, such as selecting a good leader. This should be someone who is use to organizing and basically used to telling people what they have to do. When fundraising, make sure you have as many volunteers as you can get in all areas that you will need them such as handling the money, setting up tables, advertising, selling the goods, and the all important clean up.
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships. #1 is TRUST. Folks like to buy from someone who is dependable and responsible.... with integrity.... one who "walks" their "talk".
Selling the Dr. Seuss Way
"I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?"
Focus on a Trade - Not a Discount
Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request.
Pinging for Success: Creating Search Patterns
One of my first internship jobs as a college student was working for a defense company who, at the time, developed a highly sophisticated torpedo for hunting down submarines and destroying them. The operation of the torpedo was pretty fascinating. The torpedo was launched from the deck of a ship or dropped from a helicopter into the water.
SPIN, Relevant To Both Salesmanship & Advertising!
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.
Miracles are Your Responsibility!
John Di Lemme on "Miracles are your responsibility"
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."
What Are Car Boot Sales?
If you live in England then you will already be familiar with car boot sales but I will still offer some valuable tips on how you can make money or find a bargain. However, if you are a resident of any other country then you are unlikely to know what car boot sales are and I hope to enlighten you as to these weekly events.
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes."
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. The terrain here is rocky, hilly and rugged, and is covered with a mixture of pine, oak, and manzanita trees.
How to Really Benefit from Associations (Part 1 of 3-Part Series)
Looking for new leads, new contacts, new business opportunities? Do what nine out of 10 adults do, according to a recent article by the American Society of Association Executives. Join an Association. Choose from over 130,000 associations in the United States alone that represent practically any industry at national, international, regional, state and local levels.
5+5 = Your Dream
JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let's start with a question. How many times have you heard that you need to have a "long term" goal and be focused for the entire length of that "long term"? In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on track to achieve your 5 year goal in life. In the equation, the answer 5 is your five-year goal and the 5+5 is the underlying secret to attaining that goal.
How To Get Rich Giving Away Something Free
The best of all worlds is to have a product you can give away free and still make money. That world exists. The product need not be expensive or elaborate. It can be something simple - a sticker with a happy face, a pen with a logo, or some other intriguing item.
|home | site map|