You Can Master The Amazing World of Selling!

                                   ( Getting Into Sales! )

 Do you know how special you are? Your whole life could change dramatically in seconds, if only you knew the right words to say! When starting years ago in business, we were taught the 'right words to say' to generate successful sales. That training has helped me to maintain a successful 30-year sales career. Too often these days, such basic principles are ignored during the training of new recruits. This causes an unnecessarily high turnover in the industry.One of the first things that you should learn is the

'Five Basic Steps of The Sales Cycle':

1. Pre-Approach

    Learn as much as possible about your potential client (s) before approaching him/her about doing business with you. Examples: Are they single or married? Do they have children? Do they own or rent? Approximate ages? What are their hobbies?, etc. If potential client is a business, find out what they sell, what their short and long terms goals are and any other insightful information that helps you to better understand them.

2. Approach

The 'approach' is for scheduling a later appointment only. Rarely go into a full scale sales presentation during this time frame. You might say: " I have a great product that has been beneficial to other professionals like yourself and I believe that it could be a valuable asset to you! When is a good time for us to sit down and discuss it?"

3. Presentation

This is where you do your full scale sales presentation. That doesn't mean a 'hard' sale attitude, however, it is time for your bells and whistles! Explain first, how the general public is either doing without a solution or attempting to solve the specified 'problem'. Explain your understanding of the potential client's specific problem in this area and your suggested solution to that problem, or course, your product line. If your product does present a real solution for your potential client, you should move to the next step.

4. Close

The CLOSE has 5 parts:

CHOICE - Would you prefer PLAN A or PLAN B?

LOSS - Loss of opportunity (Limited Time Offer!)

OverCome The Objections - No Money, No Time, No Decision

SEEK the hidden objection - (Why haven' t they committed to buy?)

Example of loss from not purchasing. (Benefits were not available to alleviate suffering since there wasn't a purchase!)

5. Follow-up

Whether the client purchases or not always thank them and be appreciative of the time they spent with you. A thank you card, note or telephone call does wonders for both you and your client. The relationships that you build will prove more valuable than the sales in the long run. Repeat business that you never expected will be the direct result of a thank you response! 

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Visit your local library to get more detailed information on selling.