SELLING IS THE HIGHEST PAID JOB if you are good at it. It offers opportunities for the average people that are unimaginable in most professions.
Confidence in you is essential to succeed in sales. Confidence of the organization depends on your confidence as you represent the organization. The prospect’s buying confidence will come from your confidence.
Selling is all about converting big ‘NO’ to ‘YES’. As mentioned above ‘NO’ is the standard response in every proposal as our prospect does not know to what he/she is saying ‘no’. Therefore the first step is to convert our prospect from ‘NO’ to ‘KNOW’. To convert ‘no’ to ‘know’ we should take the initiative to know him. If I take the initiative to know him, then he will also come forward to know me. Every action has got equal and opposite reaction, that’s the law of the nature.
Selling is all about relationship building.
To build and maintain a quality relationship is very important in selling. It is to come across in a friendly manner, to be warm, supportive, knowledgeable, and completely focused on helping the customer to solve a problem or achieve a goal with the product or service.
Positive mental attitude is essential to succeed in sales. A positive mental attitude is best defined as a constructive response to stress. It is a solution-oriented, objective approach to the difficulties and challenges we face each day. The most important aspect in selling is the art of asking questions and listening patiently to understand the client; so that you can provide the right solution to the client. Then ask for business and close the sale.
The major obstacles in our sales career are Low self esteem and Fear of rejection. Fear of rejection is the biggest obstacle in the success of our sales career. It holds back us from seeing more and better prospect, and translating those calls into more and better sales. The good thing about fear of rejection is that, it is an acquired fear. No one is born with it. Fear of rejection makes us to live in the past rather than in the present. As it is an acquired fear, it can be changed.
OBJECTION IS AN OPPORTUNITY IN DISGUISE
Objections are good. They are essential to the selling process. There are no sales without them. No matter how through your presentation, your prospect will always have unanswered questions and concerns that you will have to deal with it before proceeding to the conclusion of the sale. Objections indicate interest. Where there are no objections, there is no interest. Successful sales have twice as many objections as unsuccessful sales. You will feel disappointed, angry, or defensive. You will feel that your product is being attacked by the customer and our natural instinct will be to counterattack. This is a big mistake we commit. Instead of being up set by an objection, no matter how harshly it is delivered, we should be exhilarated. You now have an opportunity to begin moving the sale forward.
Objections reveal the hidden motives that underlie buyer behaviour. When a prospect challenges one of your statements, he is saying that part of your product is important to him and he wants more information in that area.
Never forget that listening builds trust. Every objection or question that the customer asks you is an opportunity for you to build a deeper foundation of trust for the relationship that you must have in place when it comes time to making the buying decision. You should expect a certain amount of sales resistance the first time you meet a prospect. Don’t be affected by it. Just remember that it’s not personal.
Acknowledge and compliment whatever question or objection prospect gives.
“That’s a good question, Mr. Prospect (Sir/Madam), I’m glad you asked it. And in addition to that, is there any other reason why you might be hesitating about going ahead with this offer right now?” Again remain silent. Often the first objection is merely a smokescreen. The real objection lies further below the surface. If he gives you another objection, you acknowledge it and go on. “By the way, Mr. Prospect (Sir/Madam), just before I go, I wonder if you could do me a favour. It would really help me with my other customers if I know exactly where I went wrong in my presentation to you. What is the real reason you decided not to buy?” And then remain perfectly silent, smiling. Whatever objections you get, you can continually control the sales conversation with the magic phrases, “Obviously you have a good reason for saying that; do you mind if I ask what it is?”
Selling is all about converting big ‘NO’ to ‘YES’. As mentioned above ‘NO’ is the standard response in every proposal as our prospect does not know to what he/she is saying ‘no’. Therefore the first step is to convert our prospect from ‘NO’ to ‘KNOW’. To convert ‘no’ to ‘know’ we should take the initiative to know him. If I take the initiative to know him, then he will also come forward to know me. Every action has got equal and opposite reaction, that’s the law of the nature.
Selling is all about relationship building.
To build and maintain a quality relationship is very important in selling. It is to come across in a friendly manner, to be warm, supportive, knowledgeable, and completely focused on helping the customer to solve a problem or achieve a goal with the product or service.
Positive mental attitude is essential to succeed in sales. A positive mental attitude is best defined as a constructive response to stress. It is a solution-oriented, objective approach to the difficulties and challenges we face each day. The most important aspect in selling is the art of asking questions and listening patiently to understand the client; so that you can provide the right solution to the client. Then ask for business and close the sale.
The major obstacles in our sales career are Low self esteem and Fear of rejection. Fear of rejection is the biggest obstacle in the success of our sales career. It holds back us from seeing more and better prospect, and translating those calls into more and better sales. The good thing about fear of rejection is that, it is an acquired fear. No one is born with it. Fear of rejection makes us to live in the past rather than in the present. As it is an acquired fear, it can be changed.
OBJECTION IS AN OPPORTUNITY IN DISGUISE
Objections are good. They are essential to the selling process. There are no sales without them. No matter how through your presentation, your prospect will always have unanswered questions and concerns that you will have to deal with it before proceeding to the conclusion of the sale. Objections indicate interest. Where there are no objections, there is no interest. Successful sales have twice as many objections as unsuccessful sales. You will feel disappointed, angry, or defensive. You will feel that your product is being attacked by the customer and our natural instinct will be to counterattack. This is a big mistake we commit. Instead of being up set by an objection, no matter how harshly it is delivered, we should be exhilarated. You now have an opportunity to begin moving the sale forward.
Objections reveal the hidden motives that underlie buyer behaviour. When a prospect challenges one of your statements, he is saying that part of your product is important to him and he wants more information in that area.
Never forget that listening builds trust. Every objection or question that the customer asks you is an opportunity for you to build a deeper foundation of trust for the relationship that you must have in place when it comes time to making the buying decision. You should expect a certain amount of sales resistance the first time you meet a prospect. Don’t be affected by it. Just remember that it’s not personal.
Acknowledge and compliment whatever question or objection prospect gives.
“That’s a good question, Mr. Prospect (Sir/Madam), I’m glad you asked it. And in addition to that, is there any other reason why you might be hesitating about going ahead with this offer right now?” Again remain silent. Often the first objection is merely a smokescreen. The real objection lies further below the surface. If he gives you another objection, you acknowledge it and go on. “By the way, Mr. Prospect (Sir/Madam), just before I go, I wonder if you could do me a favour. It would really help me with my other customers if I know exactly where I went wrong in my presentation to you. What is the real reason you decided not to buy?” And then remain perfectly silent, smiling. Whatever objections you get, you can continually control the sales conversation with the magic phrases, “Obviously you have a good reason for saying that; do you mind if I ask what it is?”
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