Basics of Selling

Summary of the Article

• It is important to know all about your company to give the right information to customers.
• It is very important to have knowledge about company products.
• Focus on the features and benefits of product to show confidence during the sales process.
• Always explore the competition and market place for better sales.

Main Content of the Article

Basic of selling involve the following.

1. Knowledge about your company.

2. Knowledge about the company products.

3. FABS- Features and Benefits.

4. Knowledge about competition and marketplace.

5. Abilities of a salesperson.

Let me explain you all these points in details.

1. Knowledge About Your Company.

For Example:

If you need to start some selling, then you should first know about:

• Company profile : What your company does? What is your company?
• Company foundation: When your company is founded?

Knowledge of your company is everything.

You would not be able, to provide the right information about your company to your customers, if you do not know about your company.

2. Knowledge About The Company Products.

You should know about:

• Product specifications of each and every product of your company.
• You Should about the formation of the product i.e. to know how, when, why the product is made.
• You Should know the outcome of the product.
• You Should also know the result you achieve by selling the product.
• You should also know the ROI of the product.

You need to know about each and everything related to your product.

You would not able to explain properly your customers about the product, if you do not have your product information.

If you do not know about your product, then you will not have the confidence to deal with your customers.

3: FABS- Features and Benefits

If you do not know about the features and benefits of the products, then you will not be able to tell about the product to your customers.

Features and benefits are two different things.

For Example:

You have a pen. its feature is that is very smooth, writes very smoothly, and it has a smooth plastic body. Its benefit is that on holding it you have a very soo thing feeling. The pen body is not hard and it does not cause pain in your hand. You can write very easily with this pen.

You need to know about the features and benefits of your product.

4: Knowledge About Competition and Marketplace

• It is very important to have knowledge about your competition and marketplace.
• It is generally seen that you enter a market and you do not know that your competition/ competitor already exists in the market.
• The competitor is dealing with the customer and the customer is already using a competitors product.
• Unless you do not know about your competitors you do not know about their product.
• If you do not know about their products, then you do not know about the features and benefits of their products.
• You will not be able to create value addition to your product, in front of your customer if you do not know who and where are your competitors.

5: Abilities of Salesperson

There are three most essential parts to drive any sales. You can become a master of sales if you have these three abilities.

The abilities to represent you as a salesperson are as follows:

1. Ability to empathise with your customer.

• Are you able to make your customers feel empathise?
• Are you able to tell them what you want to convey?

If you are not able to connect your customers, no matter how much you convey to them, you are not able to find out any outcome or ROI of the things you conveyed to customers. if you can connect more to your customers and convey less to your customers, then this less convey would also be sufficient.

2. Ability to uncover the challenges and discover your customer pain areas:

It means to uncover the challenges of your customer and discover the pain areas. A famous phrase for this is:

Golden Statement

If there is no pain, There is no gain.

If there is no pain, there is no sale.

If you would not understand the pain area (requirement) and problems of your customer, then you would not be able to close that sale, no matter how much you tell them about your product.

You will have an impactful, effective, and long lasting relationship with your customer when:

• You are asking questions to your customer.
• You are talking to them.
• You are finding their challenges and problems.

The possibility of a sales, closure ratio will also increase because you try to know the main issue and pain area of your customers

3. Ability to handle the objections:

Your sales process or communication of sales will become very easy if you properly know the objection handling of your customer.

Generally people a mistake. They think that objection handling is that the customer asked something and he was answered something customer raised some objection and you handled it.

If you can pre – analyse and find out the problem, then always remember this phrase/golden statement.

Golden Statement:

Kill the objection in advance.

Always remember this you will never face any objection and the sales can will also close without any hinge if you will kill the objections in advance.

A customer goes to the retail shop and the seller knows that customer will ask about the discount. The customer will also tell about the online the online sale. of mobiles. before any statement of the customer, if the shopkeeper starts telling him the actual problem faced by people buying online mobile phones such as:

• Numerous inquiries are coming to us.
• Many customers come to us because of the problems they are facing in the online mobile they purchased.
• Customers buy online mobile on discounts but they do not know about the after sale services.
• Some customers do not get a warranty card or warranty.
• Some customers receive defective products.
• Some customers are not receiving the ordered products.
• Some customers are facing problem in mobile phones such as lock and unlock mobile screen feature is not working.

The entire problems take place because you cannot meet anybody, take look and feel of a product and touch it before purchasing.

Customers order online products and get trapped as he/she receives them with problems. Customers approach us for customer care number and company address.

The shopkeeper cut down all the objections, by telling all the things to the customer in advance as he/she walked in the shop.

Customers cannot ask for a discount by saying that online, this much discount was showing.

He will never say to you that online these features were available and he was getting these things. This is because you killed all the objections in advance.

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