Company has started demanding sales volumes, which make a day's work seem like participating in some well-known championship. Accountants inside and outside the boardroom are calling the shots. Your capabilities are being challenged like never before. The general feeling is, "Only STARS will survive! ". You don't know if you are one. You are constantly contemplating the question, "How can I turn the tide?"....Of course by being a STAR OF SELLING.
Good selling is a practised drill and not prerogative of so called BORN SALESMAN. Actually the legend of born salesmen usually thrives on their ability to sell effortlessly. You too can be a STAR OF SELLING....all you need to do is to make a beginning.
Begin by knowing that- you can be one of the best or you can be with the rest! After convincing yourself about it, set out to work on it, on daily basis. Remember, the conditions out side contribute only 1% and your own reaction to those conditions make up for the rest 99% in the results.
Try to recall, what happened when you took up a new job or assignment. You were full of enthusiasm and had a burning desire to go for the moon, right? You had every thing except the operating knowledge of the job, your enthusiasm covered up for it. After a while, when you mastered your offering, learnt your territory, techniques of prospecting and presentation. This way you gained on the job experience. Then what happened to your enthusiasm?
Predictably it dwindled a little, because your offering was not fresh any more. But, for whom! For you only! For a new probable customer, a prospect, it is still fresh. Slowly your dwindling enthusiasm was compensated by the knowledge you gained. These two things had such an impact on your sales that you could show relatively much slower growth.
What else happened? You became aware of the intrinsic negative aspects of your offering and probably had the opportunity to use those to cover any lack of results. Who could have benefited from such an attitude? Obviously, the Competition!
How can you possibly reverse such a trend?
Firstly, restore your enthusiasm to same high level by talking to yourself often about it. Trust me it's easy.
Secondly, do not let the negatives of the proposition come in your way of conducting business. Do this by questioning your self each time you feel like withdrawing from some action. This too is easy.
Thirdly, start using effective selling techniques, some of which are given here. Working on these would lead you to other useful techniques.
You have known for a long time, the mechanics of a routine first time sales call- ensuring preparedness in all respects; opening the call; making a presentation; obtaining a commitment etc. You have known it all, like the back of your hand, so has every STAR OF SELLING thus what is the essential difference? It is in their superior preparations and the perfect handling of the show.
Good selling often begins with the understanding of the buying process and what is being bought. The understanding of the buying process will give you an insight into the buyer's decision-making mechanism. Make sure the people you meet are the ones who take decisions. Find out why and what are they currently using. Do not spend your time with people who want what your proposition can't deliver. Once you will know whose opinions or what factors are likely to influence the purchase decision you will improve chances of achieving a successful sale.
The understanding of "what is being bought" will tell what benefits of your offering will appeal to the prospects. You might be offering the latest and best piece of equipment well known for its modern design and high productivity, but your prospect might want to buy what he had seen when he was learning the ropes of the business or studying in college. The central idea being, the prospect usually looks forward to some emotional experience of his/her choosing with in your proposition. So, you have to make it possible for the prospect to over come his previous emotional ties and experience the use your product.
Whenever you are able to arouse positive emotions in prospects you will lead them to favorable decisions. During a sales call, your perfect performance shall arouse in the prospect, the desired emotional response like nothing else will. So, when you meet your very next prospect, be mindful of delivering a flawless performance. Power of your performance shall not only determine your income but also shall open new selling opportunities for you.
The emotional process that leads to a purchase decision usually begins with a new development in prospect's self image. The prospect secretly starts behaving as a user of your offering and having spotted such a change in his self-image; you should immediately reinforce it and keep the prospect in the same frame of mind throughout.
Develop your interest in the subject of your offering. To learn the details fast, try and visualize the edge you will come to possess after you have mastered even the smallest of the details about the offering. Your buyers are also an important source of learning more about the subject.
Whenever you are face to face with a prospect, shut yourself from past worries and future exigencies. Concentrate fully on the prospect before you, his needs and attitudes. Remember, the prospects have the unusual ability to be completely oblivious to your persuasion. See or hear what they want to see or hear. Do what you have to do in order to make prospects see or hear what is favorable for your deal.
Therefore, when you give a presentation or demonstration, make sure it ultimately develops into a two-way communication. Make use of the words, which will have leading effect on the prospect. You can even be bold and take a few risks by saying striking things which will seize audience attention and if that makes them ask some questions you will know they have been listening. Answer in a manner that will improve involvement of others who are present.
If you know any statements, which have worked well with prospects, half of your job is done. All you have to do is to master the use of all the possible variations of those statements tailoring the variations for various situations usually encountered. This may be time consuming but the results shall justify the effort.
Don't hate prospects' objections, actually a prospect airing objections is inviting you to book his/her order and coming in disguise it should be very stimulating for you. Begin by believing that an objection is an announcement of buying intentions. Learning, observation and drill will show you the way through such situaons, starting point being prospects' own fear of unknown, which is required to be handled with a certain degree of deftness. The key to objection handling being, seeking out all the possible objections in advance and to be well prepared instead of trying to avoid those during a sales call.
Prospects have always demanded more than what their money can ever get them in a fair transaction. Therefore don't get perplexed by their attempts to squeeze more from you. Usually in every deal a compromise is reached between the buyer and the seller, which seals the deal. You will discover the process of arriving at such a compromise is a very healthy exercise, as this will expose you to the prospect's current as well as future frame of mind.
In practice, each sale becomes a unique bond between the buyer and the seller. Common feature of these bonds being that in each the seller has given to the buyer the comfort that his decision has been a correct one and seller will live up to the expectations. Also, the volume of supplies/services so contracted is optimum for his money. This bond is an important source of future orders and referred leads. Pay good attention to leads so received as they are going to improve the looks of your order book. Exercise some caution; ask for such leads only after completing the transaction with the original prospect.
Learn to over come fear of refusal by understanding the refusal in its correct perspective. All salespersons, at some time or the other have been refused/rejected by their prospects. Do not expect prospects to show fairness only by accepting your offering, actually they are being quite fair in giving you a chance to make a presentation, a chance to practice your skills, a chance to develop superior performance. Remember as long as the sales profession exists, refusals will take place and someone has to bear its burden, so bear it with a smile and don't let a previous refusal affect the outcome of the next call. Never take a refusal personally. It's after all a free market.
And finally, pay good attention to the following and reap rich rewards.
Now, to be A STAR OF SELLING will be very easy for you. All you need to do- Master the techniques described here, pick the easy ones and try them today and for the rest fix a time bound schedule.
Yes! That's the way STARS work. They set up the timetable of their own success!
Navendu Mahodaya
Motivator-Trainer-Consultant
nsos.ncr@gmail.com
Good selling is a practised drill and not prerogative of so called BORN SALESMAN. Actually the legend of born salesmen usually thrives on their ability to sell effortlessly. You too can be a STAR OF SELLING....all you need to do is to make a beginning.
Begin by knowing that- you can be one of the best or you can be with the rest! After convincing yourself about it, set out to work on it, on daily basis. Remember, the conditions out side contribute only 1% and your own reaction to those conditions make up for the rest 99% in the results.
Try to recall, what happened when you took up a new job or assignment. You were full of enthusiasm and had a burning desire to go for the moon, right? You had every thing except the operating knowledge of the job, your enthusiasm covered up for it. After a while, when you mastered your offering, learnt your territory, techniques of prospecting and presentation. This way you gained on the job experience. Then what happened to your enthusiasm?
Predictably it dwindled a little, because your offering was not fresh any more. But, for whom! For you only! For a new probable customer, a prospect, it is still fresh. Slowly your dwindling enthusiasm was compensated by the knowledge you gained. These two things had such an impact on your sales that you could show relatively much slower growth.
What else happened? You became aware of the intrinsic negative aspects of your offering and probably had the opportunity to use those to cover any lack of results. Who could have benefited from such an attitude? Obviously, the Competition!
How can you possibly reverse such a trend?
Firstly, restore your enthusiasm to same high level by talking to yourself often about it. Trust me it's easy.
Secondly, do not let the negatives of the proposition come in your way of conducting business. Do this by questioning your self each time you feel like withdrawing from some action. This too is easy.
Thirdly, start using effective selling techniques, some of which are given here. Working on these would lead you to other useful techniques.
You have known for a long time, the mechanics of a routine first time sales call- ensuring preparedness in all respects; opening the call; making a presentation; obtaining a commitment etc. You have known it all, like the back of your hand, so has every STAR OF SELLING thus what is the essential difference? It is in their superior preparations and the perfect handling of the show.
Good selling often begins with the understanding of the buying process and what is being bought. The understanding of the buying process will give you an insight into the buyer's decision-making mechanism. Make sure the people you meet are the ones who take decisions. Find out why and what are they currently using. Do not spend your time with people who want what your proposition can't deliver. Once you will know whose opinions or what factors are likely to influence the purchase decision you will improve chances of achieving a successful sale.
The understanding of "what is being bought" will tell what benefits of your offering will appeal to the prospects. You might be offering the latest and best piece of equipment well known for its modern design and high productivity, but your prospect might want to buy what he had seen when he was learning the ropes of the business or studying in college. The central idea being, the prospect usually looks forward to some emotional experience of his/her choosing with in your proposition. So, you have to make it possible for the prospect to over come his previous emotional ties and experience the use your product.
Whenever you are able to arouse positive emotions in prospects you will lead them to favorable decisions. During a sales call, your perfect performance shall arouse in the prospect, the desired emotional response like nothing else will. So, when you meet your very next prospect, be mindful of delivering a flawless performance. Power of your performance shall not only determine your income but also shall open new selling opportunities for you.
The emotional process that leads to a purchase decision usually begins with a new development in prospect's self image. The prospect secretly starts behaving as a user of your offering and having spotted such a change in his self-image; you should immediately reinforce it and keep the prospect in the same frame of mind throughout.
Develop your interest in the subject of your offering. To learn the details fast, try and visualize the edge you will come to possess after you have mastered even the smallest of the details about the offering. Your buyers are also an important source of learning more about the subject.
Whenever you are face to face with a prospect, shut yourself from past worries and future exigencies. Concentrate fully on the prospect before you, his needs and attitudes. Remember, the prospects have the unusual ability to be completely oblivious to your persuasion. See or hear what they want to see or hear. Do what you have to do in order to make prospects see or hear what is favorable for your deal.
Therefore, when you give a presentation or demonstration, make sure it ultimately develops into a two-way communication. Make use of the words, which will have leading effect on the prospect. You can even be bold and take a few risks by saying striking things which will seize audience attention and if that makes them ask some questions you will know they have been listening. Answer in a manner that will improve involvement of others who are present.
If you know any statements, which have worked well with prospects, half of your job is done. All you have to do is to master the use of all the possible variations of those statements tailoring the variations for various situations usually encountered. This may be time consuming but the results shall justify the effort.
Don't hate prospects' objections, actually a prospect airing objections is inviting you to book his/her order and coming in disguise it should be very stimulating for you. Begin by believing that an objection is an announcement of buying intentions. Learning, observation and drill will show you the way through such situaons, starting point being prospects' own fear of unknown, which is required to be handled with a certain degree of deftness. The key to objection handling being, seeking out all the possible objections in advance and to be well prepared instead of trying to avoid those during a sales call.
Prospects have always demanded more than what their money can ever get them in a fair transaction. Therefore don't get perplexed by their attempts to squeeze more from you. Usually in every deal a compromise is reached between the buyer and the seller, which seals the deal. You will discover the process of arriving at such a compromise is a very healthy exercise, as this will expose you to the prospect's current as well as future frame of mind.
In practice, each sale becomes a unique bond between the buyer and the seller. Common feature of these bonds being that in each the seller has given to the buyer the comfort that his decision has been a correct one and seller will live up to the expectations. Also, the volume of supplies/services so contracted is optimum for his money. This bond is an important source of future orders and referred leads. Pay good attention to leads so received as they are going to improve the looks of your order book. Exercise some caution; ask for such leads only after completing the transaction with the original prospect.
Learn to over come fear of refusal by understanding the refusal in its correct perspective. All salespersons, at some time or the other have been refused/rejected by their prospects. Do not expect prospects to show fairness only by accepting your offering, actually they are being quite fair in giving you a chance to make a presentation, a chance to practice your skills, a chance to develop superior performance. Remember as long as the sales profession exists, refusals will take place and someone has to bear its burden, so bear it with a smile and don't let a previous refusal affect the outcome of the next call. Never take a refusal personally. It's after all a free market.
And finally, pay good attention to the following and reap rich rewards.
- Don't let events take charge of your day; instead you take charge of events and remain highly sensitive towards avoidable delays.
- Believe in the benefits of your proposition and remember your proposition always comes before you.
- Make good use of telephone, it is the second most important selling tool available, first one being your own mouth.
- Create your visit/call in your mind before you approach the customer.
- Every day, be the first person to begin customer contact work.
- After every call analyse your performance and record the prospect's attitude and the mutual commitments.
- Focus on doing the most rewarding thing at any given time.
Now, to be A STAR OF SELLING will be very easy for you. All you need to do- Master the techniques described here, pick the easy ones and try them today and for the rest fix a time bound schedule.
Yes! That's the way STARS work. They set up the timetable of their own success!
Navendu Mahodaya
Motivator-Trainer-Consultant
nsos.ncr@gmail.com
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