What If Sales Was Not What You Think It Is?
So you are out there looking for an alternative New York Lemon Laws your current low paying, takes up most of you time job you hate. You see an advertisement for an opportunity that pays the kind of income you really could enjoy yourself with, and all of a sudden you see that word SALES and your face pulls like your mouth is full of lemons. I'm not a salesperson you say to yourself and move on to something else.
Well what if Sales was not what you thought is was? Rocky Horror if sales were something you really could do? And what if you really could be good at it?
Most people think of sales as the fast talking guy that pounds you until he wears you out and he sells you something. If we are auto ins quote 1985 that would most likely be the case, however we are not! It's 2008 and that old style is an insult to most people's intelligence.
Sales is a conversation with someone, asking questions to determine if they have a problem they conference call rates solved. Should they have a problem, can what you are selling solve that problem? Now here is the tricky part. Most people in my industry as soon as they recognize there is a problem, BOOM! It's like the starting gun went off, they all of a sudden start telling, telling, and telling the prospective customer about their product or service. The customer unknowingly puts up their guard, saying to themselves "ok here it comes".
Resist the temptation to spit out the information. Ask more questions and listen. Listen to what your prospect is saying. Listen without thinking of what you're going to say next. Be present in the conversation and base your next question, or response on how they responded.
Questions should be open ended and sincere. Find out what it would mean to your prospect if his/her problem was solved and how would they feel about that happening?
Next you want to find out if they were able to solve their problem, are they ready to take some action and do something about it?
This entire conversation is about them, (their favorite subject) you have not discussed your products at all. In my Gourmet Food we have a system that does it for us. That makes it very simple and duplicatable.
This is where you put them in front of the information and collect a decision. People can make their own decisions and if they cannot, you may want to reconsider them as a customer at all.
In simple terms you can allow people to influence themselves to change their present situation without having to use external persuasion techniques.
As you can see, selling is nothing but a conversation to find out if someone has a problem they want to solve, why they want to solve it, and if they are ready to take action. With all three pieces of the puzzle in place a sale results. No pressure, just conversation.
Scott Asti
Fried Shoes International
My background is 26 plus years in the retail car industry. 4 years ago I went into free enterprise and now run a global maketing company from the beach. www.friedshoes.comhttp://www.friedshoes.com
posted by biibj @ 5:36 AM
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