| |
| |
|
Sales Training Information |
|
|
|
How to Master the Art of Salesmanship
I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. 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 they feel buying it from you will solve their problems or fulfill their dreams. Anybody can sell anything to anybody. 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", you won't make any sales, and the more sales calls you make, the more sales you're going to sell. Selling by online is really no different than selling in person, face to face with your prospect. Really, it's just a way of making sales calls more efficiently and economically. Thus you've got to have your sales presentation on a web site or in an email, and present it to your prospect just as if you were standing at their front door. You've got to get their attention - you've got to appeal to their interests - you've got to make them understand how the purchase of your product will benefit them - and finally, you've got to close the sale by causing them to reach into their wallet for their credit card or to write out a check for whatever it is you're selling. Remember, in essence, even though you're calling on your prospective buyers online, it's the same as if you were knocking on their front door. Thus it's very important that your material look its best. Make your sales piece - from the outside in - look professional and successful. Everyone knows that the opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately closed. Once they're at your site or reading your email and is looking at your presentation, you've got to carry over that image of professionalism and success - make them feel comfortable - be friendly and believable. Stimulate their interest in whatever you're selling by appealing to one of their basic wants, needs or problems with a solution. Don't waste his time with a long and/or complicated dissertation. Make your sales presentation flow - anticipate any 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, let them see or read of proof or testimonials from people who have already bought from. The most important thing you want to do is to create the fulfillment they'll have as a result of buying from you. Stimulate their imagination, and explain to them how he or she can 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 their problems or fulfill their dreams, paint a word picture that allows them to see them self with your product and their problems solved or their dreams fulfilled, and then give them a simple coupon to fill out and send in along with their cash, check or money order. The order agreement or simple coupon should close the sale for you - that is, if you've written your presentation properly and they see what you're selling as an answer to one of their wants, needs or problems - it'll say: YES! I WANT WHAT YOU'RE SELLING! HERE'S MY MONEY - SO PLEASE RUSH IT TO ME! Too many sales presentations begin with some sort of story about the seller - Hello there, I'm writing to you from the beautiful beaches of Waikiki; or after a hundred years of research I've found the fountain of youth; even some such tripe as dear friend - you may not know me but I'm now a millionaire... When you knock on that door - when you put your sales presentation online - when you're trying to sell something by email - 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 you can click on through 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. About the Author ---- Jim Capobianco, the author of "10 Steps to Your Own Home-Based Business", has been self-employed for over 25 years, both on and off line. At his web site, Cap-Tech.com and in his newsletter, The Cap-Tech Times, he shares his experience and expertise when it comes to owning your own business. Come pay a visit at: http://www.cap-tech.com
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Pressure Washer Business; Cleaning Composite Decks There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. How To Write A Solution - Savvy Sales Letter to To Get Clients Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quietly- whispered secret that says their sales letters should sell solutions, not services, to yield the best results. 5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems. Nine Common Mistakes Salespeople Make 1. They talk instead of LISTEN. Three Fast, Short, Simple Ways to Escalate Your Sales 1. Sell an inexpensive product to sell an expensive product. Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Make Your Referrals Count Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted. Sales Discipline: Five Steps To Recover From A Lost Sale Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Objections Are Buying Signals? Usually! How well do you handle objections?The fact is, most people think they handle objections with ease. The reality paints a different picture. If You Respect Them, They Will Buy -- Closing the Sale We've all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren't sure we wanted. You may have really wanted the product, but after being pushed into buying it, you don't want it anymore. Let Your Weaknesses Increase Your Sales Imagine.. Three Types of Salespeople "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits Sales marketing online is an art that you must keep revising, refining and polishing to keep pace with all the changes happening on the Internet.1. Marketing Vs. Sales Marketing and sales co-exist and work in tandem beautifully if they are allowed to remain as separate entities coming together to achieve results:DRIVING REVENUE!!Marketing = SIZZLE ------ Sales = CLOSINGThe misunderstanding that marketing and sales are the same causes a downward spiral of events. Sales staff and managers become frustrated, productivity drops, turnover is high, and company image suffers. How to Build a Repeat Client Base in Automobile Sales Here is a question I recently received from a young automobile salesperson:"I'm a sales rep just starting off. I am 21 years old and have nine months experience at a (auto dealership) store. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). Sales Predator Or Professional Sales Rep From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey.
|
| home | site map |
| © 2006 |
