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Oct 31, 2012

Art Of The Sale : 9 Steps To Sales Success

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It may take years of trail and error to master the ins-and-outs of the sales trade-world, but here are some tools that every salesperson/manager should have in his/her belt and that will help in their sales communication success.

Product master

Knowing what you're selling seems to be more a matter of common sense than good salesmanship. However, knowing how your product is different, or better, than that of your competitors be the difference between a sale and a pass.

Know your customer

A good salesperson is able to understand his/her customer. Know your customers tastes so that you can offer him or her appropriate products or services. There's no point in trying to sell someone a Porsche when he/she can't even buy a Hyundai.

Confidence builder

Nothing repels a customer faster than hesitation. A salesperson's confidence is the most influential factor in committing/pitching a customer to a sale. The more confident you are in the product, the more confident the customer is with his/her decision.

No fear of "no"

Even the best salespeople are more likely to fail to close the sale/deal. In some instances only 1 out of every 10 prospects will become a customer. Use those no's as case studies to better formulate a sales pitch.

Relationship builder

Always think in the long-term with your customer. Follow up on every one of your sales deals. For many industries, loyal customers compose up to 50% of their business. Always view prospects as potential loyal customers.

Sales objectives

Clarity to your team what your sales objectives are and when they are to be achieved. Having a concise objective will provide the sturdiest foundation for your sales team's success.

Go with the flow

Sometimes, as much as sales team might plan, they can't fight change. From markers to trends to technology, there are many things that are out of your control. Think positive - Motivate your team - Recognize these indicators and see how (or if you need) to integrate them into your sales goals.

Ask for the order

What is missing in many sales presentations is the final close. If you've taken the time to present your product, take the time to ask your customer to take the next step towards a yes. Don't be afraid to ask for the sale.

Emotional sales

Yes, logical reasoning on how your product is better than that of your competitors is important. However, if you want to be the type of salesperson who can sell ice to an Eskimo you need to appeal to your customer's emotions and excitement - making them want the product more than they need it.
"Sales are contingent upon the attitude of the salesman - not the attitude of the prospect".
Art Of The Sale : 9 Steps To Sales Success
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