6 Keys to Selling

November 25, 2016 | Filed under: Uncategorized

Can you think of the last time you purchased something? Was it a pleasant experience or a negative one? What was it that the person said or did that made you buy that product? How about the last time you chose not to buy something? Was it something the salesperson said or did not say? Could they have done something that would have persuaded you to buy? Did you buy based on price, features, or emotion? Selling is a complicated process. In fact, to become a master salesperson, you must be a master of a number of skills. Not just a salesperson, but a counselor, coach, facilitator, teacher, and more. The elite in the selling profession are:

  1. Good Communicators. Understand language, the power of words, and how to use them. Often they have a prepared script. A series of language patterns that cause people to feel a sense of urgency. A strong desire to buy the product now, and the feeling that they must have it immediately. I believe this is the second most powerful skill that they have developed.
  1. Psychologists. Identify human behavior and understand what motivates people to action. Take the features and benefits beyond price and characteristics. Make the buying decision very personal to the client. Tap into their hidden motives for buying. Know when to talk about family or achievements. Focus on the client’s history and unique background. Read their body language, listen to their language patterns, find out what makes this person tick. And then wind the clock.
  1. Excellent Problem Solvers. Find the solutions to customer problems and needs, and motivate them to action. Point out opportunities and create a strong need to take action today. Minimize small objections and convince people they can solve their problems by buying your product.
  1. Flexible. Deal with objections and push past challenges. They have persistence and tenacity. They have disassociated themselves from rejection and disappointment. They have an answer for almost every situation. If they cannot get it one way, they will get it another way.
  1. Outstanding Closers. Knowing the need to close the sale is a must. Each action they take must bring the sale to a close. This is the most powerful skill they have developed.
  1. Planners. Plan your work and work your plan. They do not leave anything to chance; they have a game plan. They know a dozen closes. Standard responses to objections are at their fingertips. They practice their presentation.

In general, I think this would be easier for your readers to absorb if you used full sentences rather than fragments – For example with this paragraph: They understand language, the power of words, and how to use them. Often they have a prepared script: a series of language patterns that cause people to feel a sense of urgency, a strong desire to buy the product now, and the feeling that they must have it immediately. I believe this is the second most powerful skill that they have developed.

This is a stylistic choice that you could apply throughout the document.

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