Why persontoperson selling is like selling by direct mail
Why persontoperson selling is like selling by direct mail
Anybody can sell anything to anybody. There is no such thing as a "born salesperson" in the same way there are no born accountants or physicians. It is a learned skill.
The thing is, some things are harder to sell than others and require different kinds of presentations. Finally, you've got to realize that unless you make your sales calls, actually make contact with a potential buyer, you won't make any sales. As with direct mail, the higher your numbers, the more customers you're going to create.
Selling face to face is similar to selling by mail in that it's interactive, but the process remains the same. Stimulate interest by asking questions, identify problems, promote suitable solutions and ask for an order.
Essentially what you’re doing is taking your paper presentation and presenting it in person. You've got to gain attention - you've got to appeal to their interests - you've got to make them understand how his purchase of your product will be of benefit - and finally, you've got to ask for the order causing them to reach into their wallet for whatever it is you're selling.
The key to this tip is that, in essence, even though you're calling on your prospective buyers by knocking on their front door, the process the same as if you were writing to them. So it's very important that you look your best. Like your direct mail sales piece , you must look professional and successful. Everyone know that the opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately completed.
Once you’re in their environment you've got to carry over that image of professionalism and success - make him feel comfortable - be friendly and believable. Stimulate interest in whatever you're selling by appealing to one of their basic wants, needs or problems with a solution. Don't waste time with a long or complicated dissertation.
Make your sales presentation flow - anticipate his objections - and logically answer - them within your presentation. Explain the benefits to be derived from ownership of your product or service, and then whenever possible, show or read of proof, or testimonials from people who have already bought from you.
The most important thing you want to do is to create within your fulfilment they'll have as a result of buying from you. Stimulate imagination, and explain how to use whatever you're selling to their advantage.
Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force them to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve problems or fulfil dreams, paint a word picture that allows them to see themselves with your product and their problems solved or his dreams fulfilled, and then provide a simple order fulfilment process to enable them to take delivery.
The right questions will convert the sale for you - that is, if you've done your work properly and he sees what you're selling as an answer to one of his wants, needs or problems - they'll say: YES! I WANT WHAT YOU'RE SELLING! HERE'S MY MONEY - SO PLEASE RUSH IT TO ME!
Whether you phone – when you knock on that door - when you put your sales presentation on paper - when you're trying to sell something by mail - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done - just ask them if they'd like to know how to make their tires on their car last 10 years or more - if so, let me explain - if not, then don’t see me because I don't want to waste your time...
Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time - meaning that you must constantly be up-to-date with what you're selling, and improving your sales presentation.
Let me ask you this – would you be confident with your accountant or attorney if they didn’t keep up with changes in legislation? No? Should your customers by happy with you if you don't keep track of trends in selling?
Now ask yourself this – how many books about selling have you read this year?
Why persontoperson selling is like selling by direct mail - To learn more about this author, visit James Yuille's Website.
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Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve their problems or fulfil their dreams. The process is essentially the same no matter whether you're doing it by mail, over the Internet or face-to-face. This sales training tip will help you understand the similarities.
Anybody can sell anything to anybody. There is no such thing as a "born salesperson" in the same way there are no born accountants or physicians. It is a learned skill.
The thing is, some things are harder to sell than others and require different kinds of presentations. Finally, you've got to realize that unless you make your sales calls, actually make contact with a potential buyer, you won't make any sales. As with direct mail, the higher your numbers, the more customers you're going to create.
Selling face to face is similar to selling by mail in that it's interactive, but the process remains the same. Stimulate interest by asking questions, identify problems, promote suitable solutions and ask for an order.
Essentially what you’re doing is taking your paper presentation and presenting it in person. You've got to gain attention - you've got to appeal to their interests - you've got to make them understand how his purchase of your product will be of benefit - and finally, you've got to ask for the order causing them to reach into their wallet for whatever it is you're selling.
The key to this tip is that, in essence, even though you're calling on your prospective buyers by knocking on their front door, the process the same as if you were writing to them. So it's very important that you look your best. Like your direct mail sales piece , you must look professional and successful. Everyone know that the opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately completed.
Once you’re in their environment you've got to carry over that image of professionalism and success - make him feel comfortable - be friendly and believable. Stimulate interest in whatever you're selling by appealing to one of their basic wants, needs or problems with a solution. Don't waste time with a long or complicated dissertation.
Make your sales presentation flow - anticipate his objections - and logically answer - them within your presentation. Explain the benefits to be derived from ownership of your product or service, and then whenever possible, show or read of proof, or testimonials from people who have already bought from you.
The most important thing you want to do is to create within your fulfilment they'll have as a result of buying from you. Stimulate imagination, and explain how to use whatever you're selling to their advantage.
Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force them to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve problems or fulfil dreams, paint a word picture that allows them to see themselves with your product and their problems solved or his dreams fulfilled, and then provide a simple order fulfilment process to enable them to take delivery.
The right questions will convert the sale for you - that is, if you've done your work properly and he sees what you're selling as an answer to one of his wants, needs or problems - they'll say: YES! I WANT WHAT YOU'RE SELLING! HERE'S MY MONEY - SO PLEASE RUSH IT TO ME!
Whether you phone – when you knock on that door - when you put your sales presentation on paper - when you're trying to sell something by mail - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done - just ask them if they'd like to know how to make their tires on their car last 10 years or more - if so, let me explain - if not, then don’t see me because I don't want to waste your time...
Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time - meaning that you must constantly be up-to-date with what you're selling, and improving your sales presentation.
Let me ask you this – would you be confident with your accountant or attorney if they didn’t keep up with changes in legislation? No? Should your customers by happy with you if you don't keep track of trends in selling?
Now ask yourself this – how many books about selling have you read this year?
Why persontoperson selling is like selling by direct mail - To learn more about this author, visit James Yuille's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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