Becoming the best salesperson
Spend your time with prospects that want your
product, have the money to buy it, and are capable of making the
decision to make the purchase.
This is the golden rule of sales. Yes, people buy from
people they like. But if that were all it took to be successful as a
salesperson, you wouldn't be reading this right now.
Be decisive about who you spend time with.
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If they don't want your product, you're wasting your time
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If they don't have the money... then move on and fast.
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If they are not capable of acting decisively to make
the purchase, there is only one reason why you should continue to talk
to them. And that is if they can get you to the person who can say yes.
In order to be decisive as a salesperson, you've got to
spend time with prospects who fit the three characteristics above. If
they don't fit move on to prospects who do.
Get commitments from people.
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Use the value you create in selling to get commitments from people. Sell yourself and your knowledge - it is YOUR USP.
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Salespeople who don't get commitments wind up sending
out lots of literature, do lots of demonstrations, have pipelines that
leak like sieve, and get small commissions.
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With a system for selling you will find your time and
energy focused on high quality prospects who will give you big
commission sales.
Understand your prospect and their motivations.
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You must understand people to sell well.
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You like people. That's probably one of the reasons you are in sales.
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Top sellers know unconsciously, almost instinctively, how to direct the emotions of the buyer during the sales process.
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You must be able to get your buyers to reveal their
personal aspirations and desires. Their biggest fears and pains. Their
values and motivations. You need to know what is most important and
dear to your prospect.
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When you have this information, this knowledge, this
understanding of your prospect, you will have the most powerful sales
and persuasion tool in your hands.
When you have this power and you use it,
Then your prospect will sell and close himself.
If you are expending your precious time and energy
presenting, closing, and objection handling, you are working to hard.
You're probably busting your butt, and yet still not closing enough.
You keep thinking "if only I could discipline myself to work just a few
more hours each week" I'll make it.
I do believe in value of hard work but I also believe that you should work smart.
Here is the key in professional selling.
Find out what motivates the buyer emotionally, and help him use it to sell, convince, and close himself.
your prospects will,
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sell themselves on why they should buy
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overcome and handle their own objections
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ask you to please sell them your product.
How do you get the emotions of your prospects?
Simple.
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You need to know how to ask the kind of questions that will give you an emotional understanding of your prospect.
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You must ask questions that will get your prospects
into a very emotional state and talking about the pain they are
suffering that your product can solve.
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You need them to disclose their fears about committing to your product.
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Then you sell to reduce or eliminate the pain.
Learning to sell this way requires a major shift in attitude. And lots of practice to reinforce it.
You must be committed to your own success. You should
make your own breaks in this world. The great thing about sales is that
when you do, you get phenomenal rewards. You can and should ask others
for help. I don't mean to suggest going it alone. Trying to do it all
by yourself is mistake too many salespeople and entrepreneurs make.
You must commit yourself to seeking out and getting the
resources, knowledge, people, mentors and associates necessary to take
yourself to the top.
You must commit yourself to constant self-improvement.
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Read a book on sales. That's a start.
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Read 50 books on sales. That's an education.
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Take a class on sales. Go to a seminar on sales, persuasion, or NLP.
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Look at who you talk with, who you gossip with, who you share ideas with in sales.
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Do they have high-standards?
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Are they top-achievers?
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Take a good hard look at your sales network and upgrade it now.
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Last Updated ( Thursday, 28 July 2005 )
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