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
Networking: Conveying your Who-What-Why
When you give your 30-Second Commercial at a networking event, do you just stand up, open your mouth and hope the right words to come out? You are shooting yourself in the foot unless you plan in advance what you are going to say. Developing a good elevator speech requires some forethought.
A well-crafted commercial will answer 3 questions: Who, What, and Why.
- Who are your clients or prospects? Be specific with the levels of management that you call on as well as the industry niche that you work within or are expecting to break into. Example: I work with______________.
- What the products and services that you offer? Highlight only 1 product or service at a time. Remember you only have 30-seconds. Example: I provide ________.
- Why should I listen to what you have to say? Your Value Proposition explains why your product or service is important. Example: Because or So that_________.
To improve your presentation, write the answer to all of these questions and fill in the blank. Next, get in front of a mirror and practice-practice-practice.
Peggy P. Edge (c) 2014
Salesperson: Likability or Credibility–which do you want?
Likability or Credibility: As a salesperson, do you want to be liked or do you want to be considered credible?
Many sales gurus say that people only buy from those they like. I’ll be the first to say, I want others to like me. However, the litmus test for all of us as salespeople is not likability but is credibility.
Just a few pointers that I expect to convey to my prospects and clients:
- To be considered credible and believable
- To be regarded as trustworthy
- To be viewed as an expert in my industry
- To be relied upon for the knowledge of my products and services to solve a particular application or problem
- To be recommended to others
- To be a partner, not just a vendor
If we fail pass the test in any of these areas the likelihood of our making the sale is usually slim to none.
Only when we are perceived as creditable, believable, and trustworthy will we “have THE EDGE !”
Peggy P. Edge (c) 2014