Selling, What it Takes
In its essentials, Selling is a craft, more than an art and, is
based on sound principles. Understand and apply those principles
diligently and, more often than not you will succeed in finding
a buyer, offline or online. 1. Maintain a List. This list is
populated by people who have evinced some interest in your wares
at some time. Organise the list in the following order of
precedence. a. Hot prospects, people who you know are very
interested and are just waiting for that final nudge from you,
to convert from prospect to customer. b. Medium prospects,
people who you know are reasonably interested in your wares but
will take a lot of working on to develop into clients. c. Likely
prospects, people who are but mildly interested and will need a
huge amount of convincing to cross the line.
It should be evident from the above classification, where your
energies are better spent.
2. Keep yourself upto date with the complete details of your
product, its advantages and, disadvantages as well. A salesman
anticipates and meets a need in the market. A prospective
customer may either not be aware of your product or, may only be
vaguely aware. It is to your benefit if you are able to match
the customer's perceived need to your product. Give him the
unique privilege of learning from you about how your product
could help in making his life easier and he will always come
back to you.
3. Be curious. Once you are able to interact with a prospect,
ask a lot of questions, of course, as unobtrusively as possible.
Engage the prospect in a conversation, gently advance the
usefulness of your product and elicit the prospect's response to
the stated benefits. See if you can understand the prospect's
mindset and any objections he may have to the product as
presented. This will enable you to recast your approach as well
as improve and modify the product if enough feedback warrants it.
4. Close the Sale. You generally know when the prospect has been
brought round to the stage of buying the product or service.
Still, he needs that final push, nudge to complete the sale. Do
not hesitate to ask for the order. This can be accomplished by
simply asking him his preferred mode of payment and giving him
the available options. Once you have brought him round to see
the benefits of the product and offered him a suitable payment
option well, the sale is in the bag alright.
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