THE STAR OF SELLING - YOU!
Company has started demanding sales volumes, which make a day's work
seem like participating in some well-known championship. Accountants
inside and outside the boardroom are calling the shots. Your
capabilities are being challenged like never before. The general
feeling is, "Only STARS will survive! ". You don't know if you are
one. You are constantly contemplating the question, "How to turn this
tide in my favour ?"............Of course by being a STAR OF SELLING.
Good selling is a practiced drill and not prerogative of so called
BORN SALESMAN. Actually the legend of born salesmen usually thrives
on their ability to sell effortlessly. You too can be a STAR OF
SELLING....all you need to do is to make a beginning.
Begin by knowing that- you can be one of the best or you can be with
the rest! After convincing yourself about it, set out to work on it,
on daily basis. Remember, the conditions out side contribute only 1%
and your own reaction to those conditions make up for the rest 99% in
the results.
Try to recall, what happened when you took up a new job or
assignment. You were full of enthusiasm and had a burning desire to
go for the moon, right? You had every thing except the operating
knowledge of the job, your enthusiasm covered up for it. After a
while, when you mastered your offering, learnt your territory,
techniques of prospecting and presentation. This way you gained on
the job experience. Then what happened to your enthusiasm?
Predictably it dwindled a little, because your offering was not fresh
any more. But, for whom! For you only! For a new probable customer,
a prospect, it is still fresh. Slowly your dwindling enthusiasm was
compensated by the knowledge you gained. These two things had such an
impact on your sales that you could show relatively much slower
growth. What else happened? You became aware of the intrinsic
negative aspects of your offering and probably had the opportunity to
use those to cover any lack of results. Who could have benefited from
such an attitude? Obviously, the Competition!
How can you possibly reverse such a trend?
Firstly, restore your enthusiasm to same high level by talking to
yourself often about it. Trust me it's easy.
Secondly, do not let the negatives of the proposition come in your
way of conducting business. Do this by questioning your self each
time you feel like withdrawing from some action. This too is easy.
Thirdly, start using effective selling techniques, some of which are
given here. Working on these would lead you to other useful
techniques.
You have known for a long time, the mechanics of a routine first time
sales call- ensuring preparedness in all respects; opening the call;
making a presentation; obtaining a commitment etc. You have known it
all, like the back of your hand, so has every STAR OF SELLING thus
what is the essential difference? It is in their superior
preparations and the perfect handling of the show.
Good selling often begins with the understanding of the buying
process and what is being bought. The understanding of the buying
process will give you an insight into the buyer's decision-making
mechanism. Make sure the people you meet are the ones who take
decisions. Find out why and what are they currently using. Do not
spend your time with people who want what your proposition can't
deliver. Once you will know whose opinions or what factors are likely
to influence the purchase decision you will improve chances of
achieving a successful sale.
The understanding of "what is being bought" will tell what benefits
of your offering will appeal to the prospects. You might be offering
the latest and best piece of equipment well known for its modern
design and high productivity, but your prospect might want to buy
what he had seen when he was learning the ropes of the business or
studying in college. The central idea being, the prospect usually
looks forward to some emotional experience of his/her choosing with
in your proposition. So, you have to make it possible for the
prospect to over come his previous emotional ties and experience the
use your product.
Whenever you are able to arouse positive emotions in prospects you
will lead them to favorable decisions. During a sales call, your
perfect performance shall arouse in the prospect, the desired
emotional response like nothing else will. So, when you meet your
very next prospect, be mindful of delivering a flawless performance.
Power of your performance shall not only determine your income but
also shall open new selling opportunities for you.
The emotional process that leads to a purchase decision usually
begins with a new development in prospect's self image. The prospect
secretly starts behaving as a user of your offering and having
spotted such a change in his self-image; you should immediately
reinforce it and keep the prospect in the same frame of mind
throughout.
Develop your interest in the subject of your offering. To learn the
details fast, try and visualize the edge you will come to possess
after you have mastered even the smallest of the details about the
offering. Your buyers are also an important source of learning more
about the subject.
Whenever you are face to face with a prospect, shut yourself from
past worries and future exigencies. Concentrate fully on the prospect
before you, his needs and attitudes. Remember, the prospects have the
unusual ability to be completely oblivious to your persuasion. See or
hear what they want to see or hear. Do what you have to do in order
to make prospects see or hear what is favorable for your deal.
Therefore, when you give a presentation or demonstration, make sure
it ultimately develops into a two-way communication. Make use of the
words, which will have leading effect on the prospect. You can even
be bold and take a few risks by saying striking things which will
seize audience attention and if that makes them ask some questions
you will know they have been listening. Answer in a manner that will
improve involvement of others who are present.
If you know any statements, which have worked well with prospects,
half of your job is done. All you have to do is to master the use of
all the possible variations of those statements tailoring the
variations for various situations usually encountered. This may be
time consuming but the results shall justify the effort.
Don't hate prospects' objections, actually a prospect airing ob
jections is inviting you to book his/her order and coming in disguise
it should be very stimulating for you. Begin by believing that an
objection is an announcement of buying intentions. Learning,
observation and drill will show you the way through such situaons,
starting point being prospects' own fear of unknown, which is
required to be handled with a certain degree of deftness. The key to
objection handling being, seeking out all the possible objections in
advance and to be well prepared instead of trying to avoid those
during a sales call.
Prospects have always demanded more than what their money can ever
get them in a fair transaction. Therefore don't get perplexed by
their attempts to squeeze more from you. Usually in every deal a
compromise is reached between the buyer and the seller, which seals
the deal. You will discover the process of arriving at such a
compromise is a very healthy exercise, as this will expose you to the
prospect's current as well as future frame of mind.
In practice, each sale becomes a unique bond between the buyer and
the seller. Common feature of these bonds being that in each the
seller has given to the buyer the comfort that his decision has been
a correct one and seller will live up to the expectations. Also, the
volume of supplies/services so contracted is optimum for his money.
This bond is an important source of future orders and referred leads.
Pay good attention to leads so received as they are going to improve
the looks of your order book. Exercise some caution; ask for such
leads only after completing the transaction with the original
prospect.
Learn to over come fear of refusal by understanding the refusal in
its correct perspective. All salespersons, at some time or the other
have been refused/rejected by their prospects. Do not expect
prospects to show fairness only by accepting your offering, actually
they are being quite fair in giving you a chance to make a
presentation, a chance to practice your skills, a chance to develop
superior performance. Remember as long as the sales profession
exists, refusals will take place and someone has to bear its burden,
so bear it with a smile and don't let a previous refusal affect the
outcome of the next call. Never take a refusal personally. It's after
all a free market.
And finally, pay good attention to the following and reap rich
rewards.
· Don't let events take charge of your day; instead you take
charge of events and remain highly sensitive towards avoidable
delays.
· Believe in the benefits of your proposition and remember your
proposition always comes before you.
· Make good use of telephone, it is the second most important
selling tool available, first one being your own mouth.
· Create your visit/call in your mind before you approach the
customer.
· Every day, be the first person to begin customer contact work.
· After every call analyze your performance and record the
prospect's attitude and the mutual commitments.
· Focus on doing the most rewarding thing at any given time.
Now, to be A STAR OF SELLING will be very easy for you. All you need
to do- Master the techniques described here, pick the easy ones and
try them today and for the rest fix a time bound schedule.
Yes! That's the way STARS work. They set up the timetable of their
own success!
Contributed by:
Navendu Mahodaya
Director
Navyug School of Selling Pvt. Ltd.
Email:
Profile: Navendu Mahodaya: Motivator, Trainer, Speaker; Consultant
and Principal Promoter of NSOS. As a consultant and trainer, he has
served large number of clients including BSNL (Indore Telephones),
Dainik Bhaskar, Eveready Industries, Globus, ITL Industries, Kriti
Industries, Microtek International, Nivo Controls, Panjon Pharma,
Pensol Industries, Ruchi Soya, and Scientific Mes-Technik. He has
lead more than 135 Executive Learning Programmes; Sales Conferences;
Training Programmes & Workshops; Seminars, which were attended by
more than three thousand persons. His latest venture NSOS Retail
Academy offers In-house Workshops and regular courses in the field of
Organised Retail.
From India, Coimbatore
727Company has started demanding sales volumes, which make a day's work
seem like participating in some well-known championship. Accountants
inside and outside the boardroom are calling the shots. Your
capabilities are being challenged like never before. The general
feeling is, "Only STARS will survive! ". You don't know if you are
one. You are constantly contemplating the question, "How to turn this
tide in my favour ?"............Of course by being a STAR OF SELLING.
Good selling is a practiced drill and not prerogative of so called
BORN SALESMAN. Actually the legend of born salesmen usually thrives
on their ability to sell effortlessly. You too can be a STAR OF
SELLING....all you need to do is to make a beginning.
Begin by knowing that- you can be one of the best or you can be with
the rest! After convincing yourself about it, set out to work on it,
on daily basis. Remember, the conditions out side contribute only 1%
and your own reaction to those conditions make up for the rest 99% in
the results.
Try to recall, what happened when you took up a new job or
assignment. You were full of enthusiasm and had a burning desire to
go for the moon, right? You had every thing except the operating
knowledge of the job, your enthusiasm covered up for it. After a
while, when you mastered your offering, learnt your territory,
techniques of prospecting and presentation. This way you gained on
the job experience. Then what happened to your enthusiasm?
Predictably it dwindled a little, because your offering was not fresh
any more. But, for whom! For you only! For a new probable customer,
a prospect, it is still fresh. Slowly your dwindling enthusiasm was
compensated by the knowledge you gained. These two things had such an
impact on your sales that you could show relatively much slower
growth. What else happened? You became aware of the intrinsic
negative aspects of your offering and probably had the opportunity to
use those to cover any lack of results. Who could have benefited from
such an attitude? Obviously, the Competition!
How can you possibly reverse such a trend?
Firstly, restore your enthusiasm to same high level by talking to
yourself often about it. Trust me it's easy.
Secondly, do not let the negatives of the proposition come in your
way of conducting business. Do this by questioning your self each
time you feel like withdrawing from some action. This too is easy.
Thirdly, start using effective selling techniques, some of which are
given here. Working on these would lead you to other useful
techniques.
You have known for a long time, the mechanics of a routine first time
sales call- ensuring preparedness in all respects; opening the call;
making a presentation; obtaining a commitment etc. You have known it
all, like the back of your hand, so has every STAR OF SELLING thus
what is the essential difference? It is in their superior
preparations and the perfect handling of the show.
Good selling often begins with the understanding of the buying
process and what is being bought. The understanding of the buying
process will give you an insight into the buyer's decision-making
mechanism. Make sure the people you meet are the ones who take
decisions. Find out why and what are they currently using. Do not
spend your time with people who want what your proposition can't
deliver. Once you will know whose opinions or what factors are likely
to influence the purchase decision you will improve chances of
achieving a successful sale.
The understanding of "what is being bought" will tell what benefits
of your offering will appeal to the prospects. You might be offering
the latest and best piece of equipment well known for its modern
design and high productivity, but your prospect might want to buy
what he had seen when he was learning the ropes of the business or
studying in college. The central idea being, the prospect usually
looks forward to some emotional experience of his/her choosing with
in your proposition. So, you have to make it possible for the
prospect to over come his previous emotional ties and experience the
use your product.
Whenever you are able to arouse positive emotions in prospects you
will lead them to favorable decisions. During a sales call, your
perfect performance shall arouse in the prospect, the desired
emotional response like nothing else will. So, when you meet your
very next prospect, be mindful of delivering a flawless performance.
Power of your performance shall not only determine your income but
also shall open new selling opportunities for you.
The emotional process that leads to a purchase decision usually
begins with a new development in prospect's self image. The prospect
secretly starts behaving as a user of your offering and having
spotted such a change in his self-image; you should immediately
reinforce it and keep the prospect in the same frame of mind
throughout.
Develop your interest in the subject of your offering. To learn the
details fast, try and visualize the edge you will come to possess
after you have mastered even the smallest of the details about the
offering. Your buyers are also an important source of learning more
about the subject.
Whenever you are face to face with a prospect, shut yourself from
past worries and future exigencies. Concentrate fully on the prospect
before you, his needs and attitudes. Remember, the prospects have the
unusual ability to be completely oblivious to your persuasion. See or
hear what they want to see or hear. Do what you have to do in order
to make prospects see or hear what is favorable for your deal.
Therefore, when you give a presentation or demonstration, make sure
it ultimately develops into a two-way communication. Make use of the
words, which will have leading effect on the prospect. You can even
be bold and take a few risks by saying striking things which will
seize audience attention and if that makes them ask some questions
you will know they have been listening. Answer in a manner that will
improve involvement of others who are present.
If you know any statements, which have worked well with prospects,
half of your job is done. All you have to do is to master the use of
all the possible variations of those statements tailoring the
variations for various situations usually encountered. This may be
time consuming but the results shall justify the effort.
Don't hate prospects' objections, actually a prospect airing ob
jections is inviting you to book his/her order and coming in disguise
it should be very stimulating for you. Begin by believing that an
objection is an announcement of buying intentions. Learning,
observation and drill will show you the way through such situaons,
starting point being prospects' own fear of unknown, which is
required to be handled with a certain degree of deftness. The key to
objection handling being, seeking out all the possible objections in
advance and to be well prepared instead of trying to avoid those
during a sales call.
Prospects have always demanded more than what their money can ever
get them in a fair transaction. Therefore don't get perplexed by
their attempts to squeeze more from you. Usually in every deal a
compromise is reached between the buyer and the seller, which seals
the deal. You will discover the process of arriving at such a
compromise is a very healthy exercise, as this will expose you to the
prospect's current as well as future frame of mind.
In practice, each sale becomes a unique bond between the buyer and
the seller. Common feature of these bonds being that in each the
seller has given to the buyer the comfort that his decision has been
a correct one and seller will live up to the expectations. Also, the
volume of supplies/services so contracted is optimum for his money.
This bond is an important source of future orders and referred leads.
Pay good attention to leads so received as they are going to improve
the looks of your order book. Exercise some caution; ask for such
leads only after completing the transaction with the original
prospect.
Learn to over come fear of refusal by understanding the refusal in
its correct perspective. All salespersons, at some time or the other
have been refused/rejected by their prospects. Do not expect
prospects to show fairness only by accepting your offering, actually
they are being quite fair in giving you a chance to make a
presentation, a chance to practice your skills, a chance to develop
superior performance. Remember as long as the sales profession
exists, refusals will take place and someone has to bear its burden,
so bear it with a smile and don't let a previous refusal affect the
outcome of the next call. Never take a refusal personally. It's after
all a free market.
And finally, pay good attention to the following and reap rich
rewards.
· Don't let events take charge of your day; instead you take
charge of events and remain highly sensitive towards avoidable
delays.
· Believe in the benefits of your proposition and remember your
proposition always comes before you.
· Make good use of telephone, it is the second most important
selling tool available, first one being your own mouth.
· Create your visit/call in your mind before you approach the
customer.
· Every day, be the first person to begin customer contact work.
· After every call analyze your performance and record the
prospect's attitude and the mutual commitments.
· Focus on doing the most rewarding thing at any given time.
Now, to be A STAR OF SELLING will be very easy for you. All you need
to do- Master the techniques described here, pick the easy ones and
try them today and for the rest fix a time bound schedule.
Yes! That's the way STARS work. They set up the timetable of their
own success!
Contributed by:
Navendu Mahodaya
Director
Navyug School of Selling Pvt. Ltd.
Email:
Profile: Navendu Mahodaya: Motivator, Trainer, Speaker; Consultant
and Principal Promoter of NSOS. As a consultant and trainer, he has
served large number of clients including BSNL (Indore Telephones),
Dainik Bhaskar, Eveready Industries, Globus, ITL Industries, Kriti
Industries, Microtek International, Nivo Controls, Panjon Pharma,
Pensol Industries, Ruchi Soya, and Scientific Mes-Technik. He has
lead more than 135 Executive Learning Programmes; Sales Conferences;
Training Programmes & Workshops; Seminars, which were attended by
more than three thousand persons. His latest venture NSOS Retail
Academy offers In-house Workshops and regular courses in the field of
Organised Retail.
From India, Coimbatore
hi,
the article didnt have any examples. have you read about the SPIN selling (Neil Rackham) technique: It elevates a seller (by that i mean who uses benefit model) to become a consultant for the client.
a brief explanation of the technique is given at:
http://changingminds.org/books/book_reviews/spin.htm
regards,
preeti
From United States, Ann Arbor
the article didnt have any examples. have you read about the SPIN selling (Neil Rackham) technique: It elevates a seller (by that i mean who uses benefit model) to become a consultant for the client.
a brief explanation of the technique is given at:
http://changingminds.org/books/book_reviews/spin.htm
regards,
preeti
From United States, Ann Arbor
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#Subject List: free market City-India-Coimbatore Country-India
Sales Success - Increase your selling and marketing Skills.pdf
Turn Yourself Into a Star Performer.doc
