Never forget……...
A loud voice cannot compete with a clear voice – even if it’s a whisper.
Barry Neil Kaufman
Everyone thinks they can sell but the real question is “how well can they sell?”
If someone wants to buy a suit and you work in the suit shop they walk into, there’s a chance they will buy one.
Does that qualify you as a sales person though? I’m afraid not.
Professional sales people have a very special skill – they change opinions.
They sell to people who say:
“I don’t need it”
“I’m not interested”
I’m happy with my existing supplier”
“You are too expensive”
“I don’t have the budget” and many more seemingly reasoned “no thanks”.
I have often been asked if someone who sells something typically for £100.00 could possibly cope with selling something at £10,000.00.
The answer is that a real sales person has no mental barrier to the amount of an item because they use the same process of establishing a need, justifying it and supplying it.
Whether you buy a car at £8000, 00 or £80,000.00 you pay what you can afford to gain the best value.
The sales person provides the thinking that helps you realise you can make the decision now and reap many benefits.
Emotions are involved in buying anything but we are all practical enough to want to justify our investment.
Good sales people love the task of helping people realise what is possible and why it is to be welcomed.
They don’t just fill a need, they “create” one.
Good sales people know the value of building best relationships and seek the trust of the customer.
A sales person who solves a problem, adds benefits and who develops a record of good advice becomes invaluable.
They come to understand peoples thinking, identify their genuine needs and act in their interests by opening the mind to ideas not considered.
They listen, learn and produce a workable solution.
People who solve problems are welcomed by everyone.
They don’t just see the problem – they think beyond it.
Every business needs such help and when a professional sales person drops by or gives you a call, you will recognise it easily by their approach.
You will be surprised what you can learn from them.
After all, how many times have they done this before?
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