Know the 4 Major Principles in Selling to be Successful

                                                                                         

The total world economy is based on the quality of sales people out there doing their job and the better they do it, the more it benefits every other worker on the globe. Just imagine what it would be like if we sales people were to stop selling, everything would grind to a halt. In acknowledging that, we as sales people need to know some of the things we do that lead to failure:

1. Not talking to people: This is the oldest and most common problem in the sales world, not talking to (enough) people. Sort out your market place and customer profile, and then start talking to you potential customers.

2. Talking to the wrong people: How many times have you been told at the end of your presentation that they have to discuss it with someone else? So make sure that anyone and everyone involved in making a buying decision is present at your meeting, if not, don’t start it until they are. As well as talking to the decision maker, we also have to make sure that we are in the right market. You could be the best sales person in your company selling the best lawn mowers but it would be unlikely that you would sell many canvassing a multi-story apartment block. So match your clients to the products or services you are selling.

3. Talk to the right people- but say the wrong things: They all have the same problem. The sales people all tell me how wonderful they are, their company, their product or service is. They are always number one in their particular field. This may or may not be true, but “So what if I don’t need their product or service? It would have been so much easier if they would have asked me first instead of telling me. They are all “product bashing” as hard as they can because that is what they were trained to do. So say the right thing, just ask the customer what they want- and give it to them.

4. Talk to the right people-say the right things - wrongly: It’s not what you say but how you say it is the difference between earning twenty five grand a year or one hundred and twenty five grand a year. Imagine that you are at a business function and your boss introduces you to his wife. The five little words that you have to say differently are: -
So This Is Your Wife! You may have had some good fun when you were saying “so this is your wife”, in a lot of different ways in order to give it different meanings. It’s not what you say, but how you say it that is the most important.

Basically the key to failure is the lack of the proper communication; we need to first make sure we are targeting the correct market, speaking to the decision maker, and that we are then saying the right things and in the correct manner then we are on the path to success in Sales.

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About the author:
Yours in Success

Leslie Johnston



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