My company is an electrical retail chain stores. We have published a book that tells the success stories of the company. The boss wants the sales personnel to help sell the book in our electrical stores, and there are incentives, of course.
Having no experience in selling books, how can I train my sales personnel to sell the book? Or how can I sell a book? What makes people want to buy our book?
Here are my opinions:
1. What are the intangible benefits of the book?
2. What are the features, advantages, and benefits?
3. What are the customers' expectations?
4. What does the book promise?
5. Are there any emotional appeals?
6. Consider the price: What will customers gain in return? How much will they lose by not buying it? What is the value?
7. Are there any magazine reviews, excerpts, recommendations, or information about the author's background?
What else should be considered? Please offer your recommendations and advice. Thank you very much.
From Malaysia, Puchong
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Having no experience in selling books, how can I train my sales personnel to sell the book? Or how can I sell a book? What makes people want to buy our book?
Here are my opinions:
1. What are the intangible benefits of the book?
2. What are the features, advantages, and benefits?
3. What are the customers' expectations?
4. What does the book promise?
5. Are there any emotional appeals?
6. Consider the price: What will customers gain in return? How much will they lose by not buying it? What is the value?
7. Are there any magazine reviews, excerpts, recommendations, or information about the author's background?
What else should be considered? Please offer your recommendations and advice. Thank you very much.
From Malaysia, Puchong
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Hi,
I would want to answer you on how to sell, but the information and preparedness are not there. Electrical retail chain and books - I don't see the connection. The walk-ins that would happen for the two are like chalk and cheese. Sales of books happen through distribution. What is the book about, and who is the end customer? A lot of information is required to reply to you. First, you need segmentation before you can sell. Send details if you need an opinion, support, or information. Generally, people are asking for input without supporting details.
Regards,
NS
From India
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I would want to answer you on how to sell, but the information and preparedness are not there. Electrical retail chain and books - I don't see the connection. The walk-ins that would happen for the two are like chalk and cheese. Sales of books happen through distribution. What is the book about, and who is the end customer? A lot of information is required to reply to you. First, you need segmentation before you can sell. Send details if you need an opinion, support, or information. Generally, people are asking for input without supporting details.
Regards,
NS
From India
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Dear friend,
If you want to sell either a product or service, you need to employ the concept of SPIN selling.
What you have not included is skillful questioning by the salespersons. You need to do an analysis of the customers' needs. To do this, you need to ask situation-specific, problem-specific questions. You need to analyze his/her implicit and explicit needs.
Secondly, this will be your add-on selling. Selling the book should not be at the cost of the primary sale. This fact your salespersons should keep in mind.
I need to understand the situation completely. Only then will I be able to provide the complete solution.
I will conduct the training of your staff. However, my services will be paid. Please talk to your management, and we will work out further details.
Lastly, to make you aware of my training activities, I have attached my Training e-Brochure to this post.
Thanks,
Dinesh V Divekar
91
dineshdivekar@yahoo.com
From India, Bangalore
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8072If you want to sell either a product or service, you need to employ the concept of SPIN selling.
What you have not included is skillful questioning by the salespersons. You need to do an analysis of the customers' needs. To do this, you need to ask situation-specific, problem-specific questions. You need to analyze his/her implicit and explicit needs.
Secondly, this will be your add-on selling. Selling the book should not be at the cost of the primary sale. This fact your salespersons should keep in mind.
I need to understand the situation completely. Only then will I be able to provide the complete solution.
I will conduct the training of your staff. However, my services will be paid. Please talk to your management, and we will work out further details.
Lastly, to make you aware of my training activities, I have attached my Training e-Brochure to this post.
Thanks,
Dinesh V Divekar
91
dineshdivekar@yahoo.com
From India, Bangalore
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