How to Sell Anything

Did you ever wonder why there are so many Sales jobs available - regardless of the economy?

During the Great Depression, when multitudes were out of work, what profession had virtually unlimited job openings available? SALES!

It's no different today. WHY?

Because many, if not most, people are intimidated by the very thought of selling.

Not because it's difficult. Because it ISN'T!

It's FEAR. Very similar to the fear most people have of Public Speaking.

A number of years ago, a study was conducted that showed a majority of people were more afraid of speaking in public than they were of dying!

So, you're not alone if the thought of selling makes you uncomfortable.

But guess what?

1. The fear can be overcome.
2. The wealthiest group of people in the world are proficient at selling!

Overcoming The Fear Of Selling

Selling may sound difficult to do, but in reality, it isn't. It's about familiarity -- breaking it into small pieces and understanding what's involved.

Like anything else, the more you know about something, the more comfortable you become with it. In addition, the more you know, the more confidence you have on the subject. Sales is no different.

NOTE: If you haven't done so already, you should visit my webpage titled "Dealing With Rejection" before proceeding.

Breaking It Down

The sales process really isn't that complicated. The following process works no matter what you're selling: whether it's getting your dad to let you borrow the car or selling a multi-million dollar land deal.

Before we get into the nitty gritty, it's very important that you feel good about yourself. Before you do anything, it is imperative that you know your product and your competition. This is critical for building confidence. Don't leave home without product knowledge!

Now, regardless of what the product is, you are first and foremost -- selling yourself!

First impressions are absolutely critical!

It has been said that you have just 27 seconds to make a first impression. So, you need to make a good one...

1. Introduction:

Of course, you need to look professional and well groomed. But equally or more importantly, you need to smile, be genuine, courteous and positive. Shake hands.

Ask your customer their name(s). If you have a poor memory, write the name(s) down. This is very important because people like to hear their names.

Also, you must not attack your customer! Don't race in at them - instead, approach them gracefully, with a smile.

Now, about the words to use in welcoming your client(s). Here is an example:

"Hi folks, welcome to Acme Motors, what brings you by today?"

This may sound a little corny, but it contains a proven menu of components:

Always lead with a non-threatening, open-ended question, even if the answer is blatantly obvious.

Why? Because, you want to put them at ease - but most of all, you want to begin a conversation and a relationship.

Now, the customer's response will often be something like: "Oh, we're just browsing." This is where most salespeople fail.

Why? Because they're not simply browsing. People don't go out of their way to visit your place of business because they're groupies! They came here for a reason! To buy something!

Most salespeople don't get this. They take it at face value, say something like "OK, let me know if you have any questions", then walk away and lose the sale. What you need to do next is engage them by offering something of value. And I don't mean money or coupons, I mean information.

2. Engagement:

How do you engage your new customer?

Grow ears!

What I mean is that you need to ask them some non-threatening "qualifying questions" and stop talking. Next, you need to really listen. Most salespeople are thinking about what they will say next and miss all of their customer's buying signals (verbal and non-verbal).

Next, if you're outside, take them inside and sit them down. This step is key. There is something about sitting with folks that creates a bond.

3. Presentation:

Okay. You've welcomed your customer cordially and asked a few simple "qualifying questions" - listening intently.

If you're a car salesperson, ask things like:

Who will be the primary driver?

What's the primary use of the car?

How much seating capacity is required?

Etc.

You should now have a good idea of what you can offer them. So do it!

Present your product's attributes that appeal most to the characteristics your customer(s) mentioned in response to your "qualifying questions" and how they satisfy their needs or solve their problems.

Next, get the customer involved with your product.

4. Demonstration:

No one will buy until they test drive or experience your product. You need them to pile in and get the feel of your fresh new product.

At this point you need to stop talking. You've made your presentation. Now you need to let your customers experience the product and do their thing with it. This is called "building ownership" in the product.

Okay. They are interested and tell you now: "Gee, we jus't don't think we can afford it."

That is a buying signal!

What do you say now? This is another place where salespeople breakdown.

So, what do you say? Memorize this:

"You know, I won't lose this sale simply because of price. Let's see how we can do this."

Sound easy? That because it really is. You haven't lied. You've actually instilled hope.

5. Negotiation:

What's next? You need to get your customer to sit down with you again. Let them know that you are on their side - their advocate. You totally want to figure out a way to make them happy - because, well you do! (Especially if you are on commission!)

Next, you'll likely need to get into some financial details and/or product alternatives to identify how the sales transaction can work out for both the buyer and the seller.

6. Closing:

This step is what causes people to fear sales. Most people are afraid to ask for the order.

Many people are comfortable completing Steps 1-5. But they stumble at the Closing and in some instances stop short of it, even though the customer is ready to buy.

This is where learning to read your customer's buying signals really pays off!

IMPORTANT! If you haven't done so already, visit my webpage titled "Dealing With Rejection". It will explain how to overcome this roadblock to your success.

Conclusion:

These steps are time tested. Make the effort to learn them; follow them consistently and you will never have to worry about needing a job. The opportunities will find YOU!

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