Whether you know it or not, everyone is a salesperson. Yes, even YOU! Have you ever gotten a job? How about run for class President? Were you able to borrow the car from Dad after he said “no” ten times? How about asked someone for a date or appointment? We all sell everyday; we just do not recognize what we are doing. How about formalizing what we do daily and make money doing it? Want to learn?
Today, we start the learning (or becoming aware of) the Process of Selling. Granted, there is an art that can be learned as well to perfect the process, however There is No Secret to Sales Success!
Selling is simply the act of disseminating TRUTHFUL information about a product or service until someone will trade something of value (usually MONEY) to enhance their life. The information is formed into FEATURES, BENEFITS, and overcoming OBJECTIONS. Here is an example:
Take out an aspirin or a breath mint, place it on the table, and pretend you have no idea its purpose. Imagine that I am sitting across from you and attempting to get you to purchase the object. It goes like this…….
I tell you that the “pill” is made from the finest and most pure all-natural ingredients. Will you pay me $1,000,000 for it? You will most likely laugh and if you do not throw me out of your office, you say, “NO WAY!”
Adding that it is manufactured in state-of-the-art facilities that have NEVER experienced a defect and even with a Life Time Warranty, has never had a claim…..how about paying me $1,000,000 now? Most likely the answer is still “NO,” however I may have peaked your interest with some of the FEATURES of the product, so you ask, “what does it do?”
I now tell you that it is the most advanced product in the history of the world; it is the CURE FOR CANCER! You pause while recognizing the BENEFIT (value) of such a miracle drug, and pose an OBJECTION; “Wow! While I know that I NEED to own one of these, I do not have a $1,000,000.”
Responding with, “It is 100% covered by your insurance company. Will you sign the purchase agreement now for the $1,000,000 pill?” Sale completed!
Let’s review the process: A PRESENTATION is scheduled with a PROSPECT (more about this later). The FEATURES are explained, the BENEFIT is offered, OBJECTIONS are overcome, and a sale is made. Simply providing TRUTHFUL and verifiable information makes a sale!
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Sales Success- There Is No Secret!!
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