Selling for Beginners
Selling
for Beginners by Ben Botes
By: Ben Botes, Copyright 2003 - 2004 www.My1stBusiness.com
Speak to almost any
self employed professional and most of them will say that they love their job
but don't care much for selling their services. Here's some advice to help
all those reluctant professionals who need to sell to clients.
We have identified 9 basic selling skills that will help you to sell your product
or service. Ensure that you and your sales team master these skills and you will
be successful at selling.
Research shows that fear of selling is one of the greatest barriers to business
success and, often, professionals are the worst of all. But whether you are an
accountant, advertising excec or business coach you still have to sell to keep
the business coming in.
We
have found a few ideas that will help you to become successful at selling yourself.
The main idea is to know your product, know your client and be prepared and
professional. The
following tips will greatly enhance your ability to sell.
Acknowledge
the value of selling
Be positive in attitude, love selling. It is widely accepted that the excitement
and enthusiasm of the salesperson accounts for around 50 per cent of success
in selling. In a world in which everything counts, the excitement and enthusiasm
of the salesperson affects the customer's responds.
Manage your sales activities effectively
As a salesperson, you are responsible for results. You can achieve the required
result by setting it as a goal, and then resolving to pay the price that must
be paid to achieve the goal. You need to establish clear sales goals. The subconscious
mind responds to clarity. Having established the sales goals, it is necessary
to determine the actions or activities which must be undertaken to achieve those
goals.
Know your product
Know your product, its benefit and competitive advantage
Why does your customer buy the product or service? What benefit do you sell?
It might look like a haircut, but it's probably admiration. It looks like a
motorcar, but it's probably status. It might be called a bungee jump, but it's
probably excitement. If you're selling to other companies, the benefit is probably
increased sales, lower costs or higher profits.
Identify your customers
Why should anybody buy your product or service? What is the benefit or improvement
in their condition? Whose life will be enriched? Who will get the greatest improvement
from your product or service? With which customers does your competitive advantage
make a difference? With which customers does your competitive advantage make
the biggest difference? Customers want to be more, have more, do more.
size="3">Identifying customer needs
Do not focus on trying to sell the product which you produce. Warehouses throughout
the country are full of products nobody wants to buy. Ask questions, ask questions,
ask questions! Find out what benefit your customer desires. Talk to your customers.
You will be surprised how often price is not the priority. They may be looking
for a local supplier, excellent service, a guarantee, any risk of loss to be
assumed by the supplier, immediate delivery, staged payments. If you know your
customer, then you have a far greater chance of forming a lasting relationship
which should lead to permanent relationship selling.
Be Great at making presentations
Giving a presentation is one of the most feared events in Western society. In
surveys of people's fears, death is usually ranked around number six. Giving
a presentation is usually number one. To be excellent at selling, you have to
give presentation.
Be prepared to handle objections
"We don't want it, we can't afford it, we don't believe you, we've tried
it before and it didn't work, we are perfectly happy with our present supplier
and it's not in the budget." Your initial reaction could be that you are
not going to make the sale. This is incorrect. You have to understand that an
objection is a request for more information. As long as the customer is objecting,
you are selling.
Close the deal
A customer is someone who is willing and able to purchase the benefit you offer.
In a successful sales presentation, you eventually reach the point when it is
time to ask for action, time to close that deal.
Always follow up your sales efforts
You may not sell on the first visit or first occasion. Make a decision to go
the extra mile, make the second effort, follow up your initial approach. Contact
the prospective customer once again within three days. You can always reopen
a negotiation with new information, new price, new terms, a better offer following
discussions with your boss. Keep your customer informed. Educate your customer
to appreciate the benefit you offer and your competitive advantage. After making
a sale, contact the customer within four weeks with a view to making the next
sale. Follow up direct mail with a telephone call
Ben Botes is the head Coach at www.My1stBusiness.com
a web portal dedicated to 1st time business leaders and
entrepreneurs. Visit the site for hundreds of free Micro Modules,
Teleclases, Resources and Coaching designed for you to
succeed with your business.
You are free to reprint this article in your ezine or
ebook, or on your website, as long as the contents in the
article and the resource box are not changed.
About the Author
Ben Botes is the head Coach at www.My1stBusiness.com
a web portal dedicated to 1st time business leaders and
entrepreneurs. Visit the site for hundreds of free Micro Modules,
Teleclases, Resources and Coaching designed for you to
succeed with your business.
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