Selling Your Way To Success

I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mates wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player and so the list went on.

I have yet to meet anyone who knew when they were young that they were going to be a salesman or woman. So where do we learn our trade? Most of it will be through mentoring, reading and actually learning 'on the job.' Here are a few tips to help you continue to grow your wealth and personal happiness through your sales efforts.

1. When cold calling sell yourself and the appointment. Do not even try to sell your product or service. Your purpose for the call is to find out if there is a need for you product or service. If it seems likely there is then make an appointment to introduce your product or service to your prospect.

2. You have two ears and one mouth. Selling is about solving problems. Solving problem is easy if you listen. Rule of thumb: listen at least twice as long as you talk.

3. Your prospect is more interested in themselves and there problems. Most really do not care too much about you and what you have done. Give your prospect time to talk about them and you will have ample opportunity to find out the real problems, needs and wants and what you need to do to make your prospect desire you, your service or product.

4. At your first appointment find out if the prospect can make a buying decision. A simple question like "is there anyone else involved in the decision making process"? Works great If there is, ask if they can be included in this and further meetings. Doing this one thing at every appointment will save you hours of wasted time selling to someone who can't buy!

5. Dig, dig, dig. Find out what the real needs and wants are. Never ever invent one, you will have a reluctant buyer and a difficult client for the life of the product or service. You will also start to make a name for yourself and company as hard or pressure sellers. This is now treated like a contagious disease in the business world. Once tagged with this label you need to find another career or move on.

6. A positive way to get the most from your prospect is to determine their Dominant Buying Motive (DBM). It is well recognised that people buy on emotion. So why do we as sales people insist on selling them the technical specifications of our products and services? Finding out WHY some one will buy what we have gives us such a powerful advantage over the competition it is almost a crime to use it! So find out what emotion your prospect is going to use? As an example: After asking some great questions such as "what annoys you the most with your current method or service and why?" Listen to the answers carefully; your prospect will give you a lot of personal information using this simple question. The response may be; " well I hate the way three people have to work on an order. I just want the computer to do it all. If I could do that I would not have the problems with staff being stressed out all the time and not making deadlines" From this the DBM is clearly anger and fear. Anger at the inefficiencies and fear of not having people doing the job properly because they are too stressed. So how does this help you?

Firstly, If your product or service can reduce the number of people working on an order you can reduce the anger, so you could say " If my product or service were to reduce the number of people working on the orders to two how would that make you feel?" Now you have the prospect 'feeling' and it is a positive feeling because you know he wants to reduce it. He will feel good about the solution even though he as of yet does not know what that solution is!

Secondly. Remove the fear. You could say for example "due to the way my product or service operates we are able to automate most of the manual input required. This will reduce the errors and allow your staff to concentrate on the tasks they have do manually, however, they now have more time and are less rushed so the stress levels for the staff are reduced and the jobs go through the system faster with less trouble. How do you feel about that?" Again he will feel good about that and now he is ready for the sale, and because he already wants the outcomes he is pre-inclined to want what you are selling. Easy!!!

Using the DBM is a powerful tool that will win you business day after day after day. (A much more detailed rationalization of determining and using DBM's can be found at www.totalmanager.net)

7. Now ask for the order. So many times sales people have the order and then talk them selves right out of it. Once you have asked for the order and they say yes. SHUT UP. Stop selling. Enjoy the feeling of success and use those positive energies in providing the best possible after sales service you can.

These are a few of the many ideas in a huge toolbox of strategies, actions methods and tactics, called "selling your way to success" Why not visit my web site www.totalmanager.net and have a look. You will even be able to download even more in an extract of the book for FREE!

Enjoy the day and if selling really is your destiny, the journey will be wild, amazing and very very profitable Read, learn and reap the rewards!

by Geoff Payne - These are a few of the many ideas in a huge toolbox of strategies, actions methods and tactics, called "Selling Your Way to Success." Why not visit my web site http://www.totalmanager.net and have a look. You will be able to download even more of my book for FREE!

Enjoy the day and if selling really is your destiny, the journey will be wild, amazing and very very profitable. Read, learn and reap the rewards!

In The News:

Private-Brand Sales Growing  CSPDailyNews.com
Sales Manager  Charlotte Agenda

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing sales... Read More

Lock, Stock, and Barrel!

The other night I was watching a classic western from... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

Define Your Best Customer

To be more effective at developing relationships, one should always... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has... Read More