1. Avoid Asking Questions
By asking questions and searching
for peoples needs, you risk being overwhelmed by a variety of needs. Better
to avoid asking questions and sell everyone the same. Leave the probing to shrinks.
As a salesperson, there are only two questions to ask: "How much can I sell
you?" and "Why not let me sell you more?"
Talk More Than You Listen
dominating the conversation youre likely to overlook your prospects
needs, which is good. Because needs can vary and selling shouldnt.
Again ... Consider how one suitor wooed the woman of his dreams:
listened to what she wanted to hear and I made sure I said it.
Sell Features, Not Benefits
easy to sell features, such as: This product boasts many fine and useful
features, many of which you may never need or use.
Again ... Selling benefits lets your customer know: Heres how this product
or service will benefit YOU, how it will IMPROVE YOUR LIFE.
Always Assume You Won't Make the Sale
yourself from feelings of disappointment by always assuming you won't make the
sale. This simple strategy will prove to you just how smart you truly are: You
didn't think you'd make the sale... and you were right!
Soon as the Buyer Offers Resistance, Start to Discount
Whenever someone challenges your
price, ask them directly: "How much cheaper would I have to make this for
you to say Yes?" After all, the lower you go -- and the faster you get there
-- the faster the sale.
Then Again ... Better to prevent price
objections by building in so much perceived value your deal becomes an irresistible
Never Return a Phone Call the Same Day It Comes In
To return a call promptly says you're
hungry for business -- somethin you don't want your prospect to know. As a rule,
wait at least a week before you call them back. Two's even better.
Make New Sales, Not Resales
often easier to find a new client that to ask an old one to buy again -- especially
once the relationship has soured. Better to keep finding new prospects, people
who will be unable to say: "I've done business with you and it is not an
experience I'd care to repeat." After all, why go back to the well when it's
Start at the Bottom
selling to a new account, always start your efforts with the lowest person on
the ladder, then crawl your way up. Better to start low and stay low
than risk making a quick sale by going straight to the top.
Saltzman is a speaker, facilitator,
and consultant who teaches people in business to Shake That Brain! ® -
for winning solutions AND lots of fun. Look for his latest book, Shake That
Brain!, to be published by Wiley 2/06. Joel can be reached in San Diego at
(619) 543-9432 e-mail: firstname.lastname@example.org
Visit his website: www.shakethatbrain.com