Today I wanted to talk about SALES! Yes! Believe it or not, we are all selling something one way or another. Regardless of what walk of life one comes from, we all sell something, whether its tomatoes at the corner stand of the weekly farmers’ market, real-estate, cars, memberships, etc.
In order to succeed in sales and even in “selling” your point across there are only four steps that need to be taken! Yes that’s right! Only four!
Step 1: Finding the need, the want, the “je ne sais quoi”!
How can one sell something if there is no need for that one thing? Even in the few cases where there is indeed no need for something, we can then create a need – but more on this another time. One needs to do an assessment of sorts, find out what the prospective buyer is looking for and why? Why are they looking to buy a car, a house or a membership at a fancy gym or golf club? Ask those questions that let the individual open up about their deep-rooted needs, wants and desires – get personal.
Step 2: Match the need with your value-added proposition
Once you know why they are in the market for something, simply introduce your product or service and describe in detail how it matches their needs, wants and desires. For example if you’re selling running shoes and your customer told you (step-1) that they wanted to find a superior product to help them run outdoors without causing them shin-splints and such, then you can introduce your product, as for example: “Glad to hear that! We have exactly what you need! Our xxx running shoe has the best traction in the industry, its low, light and firm support give you the support and grip you need to excel on your run…”.
Step 3: Overcoming objections, negative feelings
One must be ready to overcome any objections the buyer might have: too expensive, not enough time, not ready etc. BUT, frankly, if you did your homework in steps 1 and 2 then step 3 should be a breeze as you would have a value added counterpoint to anything the buyer may come up with as an objection.
Step 4: Close the sale!
You’d be surprised at how many sales efforts fall through because the sales person does not ask for the sale! One cannot forget to do that. Using action driven approaches like: Can we get you started? Did you want them gift-wrapped? Ready to move in? Will ensure that all the work you did in steps 1-3 is rewarded by a signature on the bottom line as they say.
Like I always say: either you do it or you don’t!
At Your Service,
Aurelian
