Sales: Cardinal Rules of Selling
Recently I was reading an article about sales sins. Since I like to work in a positive manner as much as possible, here are a few helpful pointers about sales that we must keep in mind when we are in the marketplace:
- Listen between the lines – instead of running your mouth, try to figure out what your prospect or client is implying in their conversation with you.
- Sell benefits and value proposition from the customer prospective –look at the need of the client. You must ask yourself, what benefits will he experience and what is the value proposition in the eyes of the client…not your eyes.
- Be proactive in your sales process – always ask for the order.
- Make sure you are talking to a prospect and not a suspect – If you have done your homework, you will know:
- Who the final decision maker is
- What products and services to present
- How you are going to present the recommendations and justifications that fit the prospects needs.
- Create client advocates – an advocate is someone who will promote, talk about, recommend you to others. In Carl Sewell’s book, “Customers for Life” he talks about under promising and over delivering is just one way to create those life-long advocates.
“Getting ‘THE EDGE’ over Your Competition!!!”
Peggy P. Edge © 2014
