Selling: because you have to!
Marketing is critical for every business, but it won’t matter to yours . . .
Having expertise in your product or service gives you a sense of pride, but it won’t make a bit of difference for you . . .
Having a quality product or service may sound significant, but it won’t help your company . . .
If you can’t sell, nothing else matters!
The largest deterrent to a company succeeding is a lack of selling skills.
Whether you're a General Contractor selling a playroom addition to an anxious homeowner, a Realtor trying to convince a homeowner to List their property, a senior salesperson on the showroom floor at a prestigious automotive dealership, or a part owner attempting to prove your idea to your long-time partner, the selling process remains the same. The very best professional salespeople know the only way to maintain sales consistency is to have a proven sales procedure and to follow that procedure religiously.
Every client is an individual and differs from every other client in some manner. Which means you will occasionally tweak the process slightly in one direction or the other to satisfy that particular customer, however, the basic principles of the sales process remain the same.
1. The Introduction: who you are and why you’re there. Obviously you’re not going to say, “I’m Melvin the Miraculous and I’m here to sell you on Listing your house”,but you might say, “I wanted to stop by to update you on the current Real Estate Market in our community.”
2. The Interview: where you ask questions to determine your client’s needs, while you create your company’s and your credibility, and you plant seeds that will help your client make the appropriate decisions.
3. The Education: where you educate your client to the features, advantages of each feature, and the benefits of your product and/or service. You educate your client based on what you’ve learned during the Interview. The key is to educate your client based on their needs, not based on yours.
4. Responding to Objections: an objection is anything that impedes the forward flow of a sale, normally it’s a question. Sales are not made because of your presentation, they’re made because of the quality of the responses you offer to your client’s objections.
5. The Close: asking the client to buy. If you’ve sufficiently impressed your client with your responses to the objections you encountered, the close should be quick and easy.
If you’re a salesperson, manager, or owner, which your probably are, and you’re not working with a professional coach (trainer), you may not be on the best path to reaching the summit of your potential!
For additional information about David Richman and Butterfield Enterprises, Inc. take a moment to review David’s Linkedin Profile and what his clients have to say about him, or if you would prefer, call (818) 368-1308 or email [email protected] visit butterfieldenterprises.com. And if you haven’t already done so, join David’s Linkedin network.