"HOW TO SELL"

"The best way to predict the future is to invent it"- Alan Kay

 

Lesson 1- Remember the basic concept is not only to sell the product but the value and service that comes with it. When you are selling let the customer know that getting product from you is a superior way to proceed.

 

Uno Mandatory Quality "LISTENING"

-         Listen to needs of customer clearly

-         Listen to the details that customer included

-         Ask potential questions that clarifies the needs of satisfaction

Dos Mandatory Quality “Common Sense”

-         To pitch a product to a customer you need to show basic common sense

-         Consider two things “ what makes sense” and “What is fair”

-         always consider customers side

Tres Mandatory Quality “Confidence”

“Right behind common sense is confidence”

-         a quiet confidence is appealing, don’t boost about product, stay calm. Remember overconfidence doesn’t lead to anything

-         Look professional

-         Look directly in eye while gesture

-         A firm handshake makes a good impact

Cuatro Mandatory Quality “Time Management”

I have already wrote an article about how to manage time, I’ll add few basic points here

-         Learn to say No

-         Have a plan before you start

-         Don’t try to do much

-         Don’t procrastinate

-         Learn to multi-task

Ask yourself these questions

-         Are you organised?

-         Can you find last customers business card?

-         Do you know what you are doing after 5 hours?

-         What’s on your desk?

Cinco, Seis, Siete Mandatory Qualities are

-         Ability to be affable and approachable

-         Be organised

-         Motivate people

 

Lesson 2- Finding A Market

“The world is full of working people, some willing to work, the rest willing to let them”- Robert Frost

Tips for finding new market

1-     Make sure you and your boss understand what makes a lead.

Ask these questions

-         Should you only call on companies and contacts that are already customers of your company?

-         Are you focused on generating new leads and customers?

-         What priority should you give to untested leads?

-         If you are busy, how should you handle unknown leads?

-         Given a lead, less than useful, what should be your protocol?

 

2-     Use best customers to get new customers

Ask these questions

-         How our service has an impact on your business?

-         What service do I provide, you can’t get form anywhere?

-         How can I do things differently?

-         How would you suggest I go about getting new business?

 

3-     Be swift – new lead follow it urgently

4-     Sell the solution to the problem, not the product.

5-     Break out any mold you have created

6-     Know when to close

7-     Don’t but list of contacts, create your own.

8-     Make lead generation a priority.

Lesson 3- Professionalism in Sales

-         Dress according to the Job, let them know you belong to their world.

-         Use appropriate language

-         Leave room for some negotiation

-         Be fair

-         Follow up continuously

-         Be responsive

-         Learn to work through bumps

Lesson 4- After you make sale

Making a phone call

-         Make a soft call once the sale is made.

-         Find out if customer needs anything else

-         If they need any contract or extended warranty

-         Say thank you non-verbally like with postcards, flowers or key chains

 

Some Important Things to remember

-         Focus on making repetitive sales

-         Make customer service your first priority

-         Make it easy for customer to reach you

-         Keep them informed

-         Tell the truth

-         Stay competitive

-         Talk to customer, not at the customer

-         Know how important is price in customers decision making

-         Deal with rejections, everyone won’t buy it from you and that’s ok

-         Use more of open-minded question like “what” how” rather than close-minded once “yes”No”

-         Always consider customers perspective

HAPPY SELLING - KIRMANI