HOME
Sales Mainpage
Enquiry
|
The ABCs of Successful Selling
by Gerry Robert
A = ATTRACTION
A is for attraction marketing. Selling is so much easier if you can figure out how to become a magnet for hot prospects.
Attraction marketing devices are what I recommend. A seminar, a free report, a special bonus will attract prospects.
Focus on them, not on you.
B = BELIEF
To make it in selling, you must have belief in yourself. You need a belief in your ultimate success. You need to believe that you will make it despite how tough things have been for you in the past.
Be strong and believe that you will win. You will !!!
C = CONSTANT CONTACT
C is for constant contact which is what you will need to be doing to keep your customers
coming back to you. Make a plan to call all your past clients soon. Call just to say "hi" and
build the relationship if you want referrals, stay in touch.
D = DELIVER
Don't deliver what you promise and you won't last very long in sales. Under promise and over
deliver should be your motto. Give them more than what they pay for.
E = ENTHUSIASM
Without it, you lose. With it, you win. Start your day with positive mental gymnastics to stay
fit mentally. The trick? To be enthusiatic, act enthusiastic. Play some loud, upbeat music,
listen to a positive audio cassette. Put a little bounce in your step. Get excited about life.
F = FOLLOW-UP
F is for follow-up and follow-through. Selling is a relationship. It's like a marriage.
The wedding is only the beginning. The goal is the long-term.
The same thing applies to selling. Keep servicing your clients. What one thing have you put
off follow-up on? Do it now!
G = GOALS
Goals are vital to success and mental health. Go to a psychiatric hospital and see if any of the patients have a clearly defined, time-dated, exciting, written goals.
You and I both know they wouldn't have any goals. Now, go find the top income-earner in your
industry and ask if they have goals. I think you know what response you would get. Are your
goals set?
H = HARD WORK
Want lots of money without hard work? buy a lotto ticket! Selling can be difficult. It can
take you away from your family. We've all missed our share of meals with the family. You must
be willing to do whatever it takes to win. (Within reason, of course!)
I = INTENSITY
Intensity is the willingness to get good and serious about what it is you are selling. It's a
willingness to go the extra mile, stay a little longer, try a little harder, work a little
smarter.
It's doing massive activity to ensure your sales success. If it's worth playing this selling
game, it's worth playing with intensity.
J = JUST DO IT !
Forget all the excuses. Don't wait until all the lights are green before you go after your
goal. Don't wait until the delivery system is perfect, or until the merger, the new boss,
you lose weight, the new year. Just do it!
K = KEEP LEARNING
Sell, sell, sell and all will be well. How? Learn, learn, and you'll earn, earn, earn.
L = LISTEN
L is for listening, one of the most needed skills a salesperson could acquire. If you are
talking more that the prospect, you lose. Stop talking and start listening.
Once you understand what they need, you can offer your solution. Pretty difficult to do this,
if you haven't shut up enough to listen. God gave you two ears and one mouth. He doesn't make
mistakes.
M = MANIPULATION
Manipulation is about deceit, control and personal gain. Selling is about relationship, trust,
integrity, the opposite of manipulation. Steer clear of training that tries to teach how to
"influence" and "power techniques to get the prospect to buy".
People buy because they trust you. Manipulation techniques, even though some work, will only
cost you money in the long run.
N = NO
The sale begins when the prospect says "No". It's not a bad word, it only means "no" to the
picture they have in their head about what you are selling. It means that you have not sold
them the picture in your head; the benefits of buying what you are selling. Paint some more.
O = OBJECTIONS
O is for objections. Start thinking of objections as your friend. They tell you that the
prospect is interested. If I have no interest in something, I wouldn't be objecting
to anything. I'm not interested. So, at the next objection you hear, rejoice ... they're still
interested.
P = PAYCHECK
Remember that your paycheck is determined not by your company or your boss but by what you
think.
If you want a bigger paycheck, start thinking bigger thoughts. Money is the reward for service
rendered. Render more service and you'll receive greater reward.
Q = QUERY
Q is for query. Questions are your best ally in selling. Ask questions, double the amount of
questions you ask. Don't start talking about your product or service until you have querried
them about their needs, wants, goals, ability to pay, authority to buy. Ask, ask, ask.
R = RELATIONSHIP
Selling is about relationships. If you want to last and make money, treat your customers like
you would a spouse.
Selling is like a marriage. Look at everything you do in sales from the marriage relationship
context. Will this lead to a divorce or help the relationship. Everyone hates divorce.
S = SALES
S is for sales, an honourable profession. Feel proud that you do what you do. If every one of us
salespeople stopped doing what we do for just one day, we'd cripple the world economy. You really
matter!
T = TRUST
The whole role of a salesperson is to deepen the level of trust that your prospects have about
you. Let's face it, selling is a process of turning over something you love (money) to a person
you barely know (salesperson) for a product you hope will do what he/she says. They have a
justifiable reason to fear. Trust lowers fear. Don't do anything to jeopardise the trust factor.
U = U-TURN
U-turns in cars is when you make a complete turn from the direction you are going. In a car,
it means making a 360 degree turn. Salespeople need to do this often too. Mental U-turns.
If you have been negative this past week, then make a U-turn in your attitude. Make a U-turn
when it comes to self-pity, blaming others, or limiting thinking.
V = VICTORY
V is for victory. Victory is ensured if you have the right thoughts, fuelled by the right
emotions which will move you into the right action to produce the right result. For example,
the right thought might be a higher income.
One that is fuelled by the right emotion, like excitement and pride, which will move you into
the right action which is making more calls.
W = WINNERS CIRCLE
W stands for winners circle. A winners circle is a small group of people who will ultimately
give you referrals. Every salesperson needs a winners circle.
Find 10, 20 or 30 influential people who have access to your target market and service
them to death. Communicate what you are doing every few weeks. Drop them notes, call them,
do things for them.
X = XYLOPHONE
Okay, I struggles with X. Give me a break!!! You try this sometime!
Y = YOU
You are responsible for the results of your life. You alone can make the changes necessary to alter those results. You alone can put into action a plan to make your life better, your sales higher and your happiness fuller.
The beauty is that it's easy once you take responsibility for "You".
Z = ZEST
No, not the soap, but the personal characteristic of every winner. Zest for life, zest for
people, zest for winning. You already have it because you are who you are. You are a
salesperson and I'm delighted to be in the same profession as you.
|
This Website Designed, Hosted & Marketed By:
WWW.MALAYSIA-BEST.COM
Internet, Marketing & Business Resources
Note: This website is created with the aim of providing a place for
Marketing personnels, executives, students, entrepreneurs, CEOs, COOs, COEs, and
business owners to communicate, share and learn from each other,
marketing techniques and strategies, business ideas and opportunities.
Instead of the traditional "negative competitive mindset", we can all benefit more
from a new WINWIN paradigm we call "positive collaboration mindset".
Instead of competing with each other blindly, and wasting much precious resources,
we can instead work together to produce
better products and services that satisfy the increasing expectations and needs of our
customers. In the new millenium, only companies that come together to work together will
eventually survive and make profits.
Apart from business ideas and strategies, this website will under permissible circumstances,
offer reports and articles that help enhance our life. It is often said that we can change our
life for the better while at the same time build a better world, if we put to practice our new
mindset and make an effort to help others as well, while we are working towards our dreams.
Through positive discussions and exchange of ideas, we can all inspire each other to great
heights. The most important thing is that, we believe that we can all help each other in life
and to achieve our dreams. Yes, we can all make this world a better place :)
If you happen to come across any broken link on this website, please inform us. Thank you and please
come again.
This Website Best Viewed With 800x600 Resolution
Copyright © 1997-2000 MBC Marketing And Business Resources.
All rights reserved. All trademarks are the properties of their respective owners.
Last Updated on March 15, 2000 Wednesday
For further information, please contact: webmaster@awesomelife.com
|
|
|
![[Awesomelife Logo]](../../alc-logo-med2.gif){kind=logo}
