Selling is a profession, and as in any other profession, the people whose success are greater, are those who understands the foundation of their art. They understand that it ain't enough to just want to sell but also knowing how to sell .
The foundations are worthy to be thoroughly mastered. Don't be surprised that many sales men can not sell with the skill and ease of a real professional because they didn't and never mastered the foundations.
There are five simple fundamentals of selling, and they are;
- Sell yourself
- Sell the company
- Sell the demonstration
- Sell the contract
- Sell today
All five steps are an essential part of a successful sale. Sales might be forfeited if a salesman leaves out any of this steps.
- Selling Yourself
Well, your fingernails, haircut, smile, and clothes pass inspection. Your prospect is really impressed with your winning personality and the fact you bathed that day. But why should he purchase from you? What makes you so unique from other salesmen covering the same product? Well, the answer is simple-it is called rapport. Often begin a sale by shaking your prospect's hand, introducing your humble self with a warm, sincere smile, and placing yourself on a first name basis: "please call me Mark" may I call you don?
Get acquainted with the prospect and find out what interests you may have in common. It is necessary that your prospect be allowed to to identify with you and feel that you are sincere in your desire to help him meet his buying needs.
In a nutshell, you must convince your prospect that you're the right man with whom he wants to do business.
- Selling The Company
Yes, the prospect is convinced that you're the right man for a business deal, but is This reason good enough for him to do business with your Company? No.
Most times, your prospect wouldn't tell you, but he really has questions about your company racing in a circle in his mind that you, must answer.
How long has your company been running? What is your company's reputation for standing behind the products they sell? How well equipped is your company for warranty? In essence, you must answer him why he Is better off doing business with your company rather than with the company "over there "
- Selling The Demonstration
Product knowledge! Nothing has terminated more sales than a sales man lack of product knowledge. But who would be crazy enough?
Whether you're selling automobiles, computer, toys, pots, books, or real estate, the demonstration of your product is the base of your sale. Once, the prospect's needs has been determined, you should be able to demonstrate how your product will meet and satisfy his needs. If the prospect feels that you don't even know your own products well, the builded confidence will run down.
This, is also true, if the prospect feels that you are bly too knowledgeable about your rivals products.
- Selling The Contract
Most times, a salesman begin's his sale with this step by trying to sell price rather than product, only to lose the prospect because he failed to lay the proper foundation for a sale.
If a salesman, maintains control of the sale from the start, simply by adhering to the first three fundamental steps, this should be the earliest step he discusses money with the prospect.
Most buyers are primarily concerned with how they can fit a new purchase into their budget and a salesman with a thorough knowledge of current financing options packs a potential weapon in his sales arsenal...
