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It has to do with
convincing others to buy your goods as a benefit to them at a fair price.
And they must be satisfied with their purchase.
When looking for
people to sell your goods, you will no doubt run into several different
types of prospects, and it will be your job to take them successfully
through the selling process until you close the deal. Each step must be
carried out in succession. If a step is skipped, or taken out of the
natural order in which the human mind works, it could result in you loosing
the sale, or in this case, a potential salesman. So you see the importance
of every salesperson learning these fundamental steps.
This article is
to help you identify your prospects and how to teach them the principles of
selling, so they will go out and successfully make sales for you and
themselves.
No person is born
a salesman. It is true; some of us may be born with certain talents that
would be beneficial in the area of sales. And there have been some pretty
good salesmen who have had no formal training. But everyone would do even
better, if they learn what entails the selling process.
What are the
principles of the selling process? Here it is in a nutshell. It’s all about
the psychology of the human mind. The selling process concerns carrying the
prospect successfully from one mental state to the next, resulting in the
sale.
Teach your
prospects how to pique their customer’s curiosity for the proposition.
Create interest. Convince the customer that the claims that have been made
concerning the proposition are true. Instill in the customer the desire to
own what they are selling. And finally, teach your sales people how to get
their customers to make a decision to buy and to take action.
The salesman
should keep the first selling talk short, forceful and to the point. And
they need to create and keep interest active in the mind of their customer.
They should bring energy and life into their sales talk. No one wants to
listen to a boring sales presentation.
Knowing why the
customer will buy is very important. You find this out by getting into the
mind of the prospect. Seeing things from their point of view. The customer
wants to know if you can render them a real service. They may not be
interested in your name, or the name of your company at first. The main
thing they want to know is how what you are selling will benefit them. The
trained salesman will show the customer they wish to render a real service.
Make sure your
sales people know your goods. If they are blind-sided by a question
concerning your goods that they cannot answer, the salesperson will have
little, or no chance of getting their prospect to trust what they are
saying is true.
Different Types
of Prospects:
The curious
person is going to want to know what qualifications are needed. They’re
going to ask questions. Asking questions is the best way to learn anything.
His or her need to know more is the first sign that their interest is
sincere. This type of person is open to the possibilities of instruction.
And they already understand there is a right and wrong way to sell. Let
them know that they need sales training and among other things, they will
have to learn about the principles of the selling process. And this sales
training will qualify them to be a success in any type of business
situation.
The next person
may be very enthusiastic from the get go. And may ask the question, “How
long will it take for me to get started?” Now you’ve already moved this
person through all the stages. You have closed the deal. But wait, a person
of this nature still must be taught the principles of selling. A trained person
makes the fewest mistakes. And will be the most successful. At this point
you don’t want to dampen their enthusiasm, so teach them the principles of
the selling process so they can get started selling for you.
The fearful
person may say, “I’m afraid of selling. I don’t think I’m cut out to be a
salesman.” You should empathize with this person. Let them know they are
not alone. Others have expressed the same fears only to go on and become
some of the best salesmen. Just as in every other profession, there are
things in the field of sales that need to be learned. And once your
prospect gets some sales training they may feel different about their sales
abilities.
Still another
person may feel they need no instruction at all because they’re a natural
born salesman. They can out talk anybody. They feel very self-sufficient.
They may feel what they don’t know they can learn by doing, and in fact,
this is true to a certain extent, but a salesman is not born, they are
made. And as in any field, the trained person has a better chance of
acquiring success.
Being able to
talk a good game is not the same thing as being a trained salesman. So this
person needs to be made aware that instruction is still needed. The danger
of this type of person is they may go out and make the biggest mistakes. It
is best to use techniques that have been analyzed and tested. Trial and
error is not the way to go into salesmanship. This type person would fare
much better by learning the principles of selling first.
The salesman who knows
what he or she is talking about has coupled natural abilities with learned
instruction. They will be the most successful sales people. The trained
salesman makes the fewest mistakes. This means that time, money and energy
are not wasted by going off half-cocked and loosing the sale.
Copyright © 2005
Gloria Whitehorn and Dovemang.com All rights reserved
About The Author: Gloria Whitehorn is the
owner of several online businesses. She is the author of two books,
freelance writer, business coach and an authority on salesmanship and
business practices. Check out her site that's jam-packed with the exact
information you need to start, build, and grow your very own profitable
Internet business. I highly recommend visiting her website http://www.dovemang.com
She knows what she's talking about.
Subscribe to her free weekly
online newsletter at: http://www.dovemang.com/newsletter/
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