Basic Sales 101
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will tell you a little bit about my background. Both old and new school sales concepts. I have a BA degree, strike that I have a bachelors degree from HS you. I been in radio sales, newspaper sales, sales management, and now in cable TV sales for over 30 years.
A motivation and sale style is based on relationship building. Being a people person, I’m energized by interaction with people enjoyment of people, service, and helping others has enabled me to hit goals and be a successful salesperson.
Sales as the backbone of the free market enterprise system. It is the core of commerce.
It is the quintessential win win win scenario. Everybody wins; you, your family, the customer, your company, your community, the nation, and the world at large. If this is done correctly.
What is sales? What is it we do? What is it we sell? And what is a sales job?
The definition of sales is the transference of a feeling. Persuasion requires empathy with others and listening to customers needs.
Believe in yourself, your product, and the process is vital to being a successful salesperson.
Enthusiasm is defined by being filled with the Spirit.
The fundamentals of selling include appearance.
First impressions really do count!
1. Clothing is important. You must wear decent clothing.
2. How you look is also important in sales.
Your hair, makeup, smell, cleanliness,, countenance, they all make a difference.
3. Your speech is also vital.
Is it pleasant, kind, logical, and gracious.
4. Mannerisms and expressions.
Greeting people correctly is vital.
Distractions, weird mannerisms, and just being plain odd will not work.
The you must know what to do and what not to do.
5. Attitude.
Your nature, the core of who you are will show up in sales. Are you helpful, surfing, listening, empathetic, and truly caring?
You must be able to ask great questions. Then really listen.
The selling sequence goes something like this:
it is sequential… it has an opening, body, and close.
The opening has to do with asking questions and general schmoozing.
One would probe for dissatisfactions, and for problems for you to present solutions to.
Qualifying, a prospect has to do with looking for buying signals, and probing for buying objections.
The next step in the sequence would be solving the objections.
Can you solve an objection with your product features, advantages, and benefits?
The close of the sale is vital.
You must always ask for the order and get approval to go forward.
The old school method of selling as much to do with being selfish, money based, steered by the salesperson, and isn’t always effective.
It is telling versus selling. It is usually company where salesperson driven and doesn’t always have the customer’s best interests in mind.
The consultant of sales model is new school, and we will talk about that later.
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Posted on June 8th, 2007 by Scott Hammond
Filed under: Sales
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