Tips For A Successful Selling Process
Sales—Every business needs them. Getting them however, is not always an easy process, especially during tough economic times. Why is it then, that some companies are extremely successful at sales, and others struggle? The answer to that question can be rather complex, since many factors can come into play. Most successful companies however, incorporate some sort of sales process for their sales people to follow over and over, which allows them to succeed.
I recently read, “Make Your Passion For Selling Successful”, an article found in the September, 2008 issue of Kitchen and Bath Design News, by Ralph Palmer. After 40 years of selling kitchen and bath products, he is retiring and wanted to share some of his tips. Ralph attributes his success over the years ”to a passion for the company he worked for, a passion for the client, a passion for selling and, yes, a passion for the industry and all of the wonderful people in it.”
Following are seven keys to successful selling from the article that I thought were valueable:
- Questioning Skills: Get to know the prospect’s needs, wants, desires and expectations before telling them what you know. By asking questions, you qualify the prospect and figure what you need to present to get the sale.
- Development of a Solution: The prospect must have an identifiable need and your product/service must have features to benefit the need. Keep in mind that the time to sell is always now. Try to stir the prospects emotions. Some key emotional drivers inclue: convenience, fear, peer pressure, pride, security, self image, and wealth.
- Presentation of the Solution: “Be prepared.” Buying emotions are stirred by the benefits to be gained and losses to be avoided from your product. Make sure the prospect understands the importance/reasons behind your pricing, or features.
- Invitation to do Business With You: Always ask for the order! If you hear a “no”, you need to once again sell the benefits of your product and the losses they will incur by not using it. In order to be successful, you must believe your offering is the best!
- Management of the Sale to a Successful Conclusion: You must deliver what you promise, and “Sell to Sell Again!”
- Offering Thanks: Always thank the prospect for their time and their order, and for helping them make their project successful.
- Follow-up and Referrals: Always follow up after a sale to ensure the customer was satisfied, and then use those happy customers for referrals.
Thanks for reading!
Barb
Posted in Industry News, Marketing on September 17th, 2008 by Barb | | 0 Comments
