Everyone is a sales person.  No matter what your function in an organization, you have to sell.  You might not be a professional sales person, but you still have to sell.  You will be so much more successful if you learn the process.

 

From the executive who has to sell his team to the stay at home mom/dad who has to sell the other partner on an idea.

 

From the clerk in the office who has to sell his boss on a concept to the student who has to sell the teacher on a proposal.

We all sell.

 

Today we start a three-week series that will cover 10 key items to make you a great success at selling.   Again, no matter if your job is selling, or you just have to sell to people as part of your position.

 

Learn these important tips and watch what happens to you and your success.

 

1.         Get the number – determine the amount they want to spend.

            Yes, it is hard.

            Yes, they do not want to share it with you.

            Yes, they might not even know.

           

            Ask them how much they have budgeted?  When they say they don’t know.  Throw some            numbers out and watch their face.  Is $5000 in the ballpark?  The face tells all and if you watch             as you ask the question, the face will reveal the real answer.    Is 10,000 to much?  Keep    pushing.  You need to know the number.

 

            If you don’t know the number, you have no idea if they are a buyer or just a window shopper.

 

            The objective is to find out how much they are willing to spend and get them to spend it..

 

2.         Listening to the customer – let them keep on talking

            If they talk along enough, they will ask you if you if they can buy.

            Most sales people cannot shut up.

            Most sales people talk to much.

            Most sales people are way to impatient to listen.

            Keep asking the questions.

            Take it all in.

            Watch what happens.

 

            The objective is not to talk – it is to listen and close the deal.

 

3.         Know their objections and the answers to them even before they ask the question.

            You need to know the 50 top objections a customer can come up with.

            You need to know the answers to the 50 top objections. 

            Know them cold

            Study them

            Make them part of your process.

            When they object – you have the answer.

            Amazing what will happen.

 

            The objective is to know the answer when ask and deliver it smoothly.

 

Now get out there and put these three to work today.

Next week we will look at three more.