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Sales Big Picture - Top Salespeople Sell Attractively on Purpose
| Guest post by: Patricia Weber |
Article Overview: One of the most frequent complaints of salespeople is the ebb and flow of sales. Getting sales is the goal of a salesperson. Now step back. What is one of the first pieces in selling? Maybe prospecting? Take another step back. Maybe marketing? There are at least three strategic pieces with their tactics to increase both your understanding and successful actions in the buying and selling process.
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Sales Big Picture - Top Salespeople Sell Attractively on Purpose
Some salespeople focus intently on just getting the sale. After all, in the end a prospect’s decision to buy from you is the goal! What happens when you focus on “getting the sale” to the extent of being blind that there are other pieces to the process? Sometimes you lose focus of what selling is really all about. The big picture is that the sales process exists to help a customer buy.
Pictures and photos adorn many people’s home and office walls. Do you ever take a step or two back to see the picture from further away? In doing so, you see more details that drew you in at the beginning. That is the bigger picture. The most successful salespeople understand not just some of it, but all of it. Just what does “all of it” entail?
Consider the three main strategic pieces have key tactics to master. Sales attraction, sales effectiveness, and time and energy management are the three sales strategic parts.
First is sales attraction.
1. Minimize your limiting beliefs; do you know yours? Have you ever not followed up with a prospect because you thought you would be bothering them? That’s an example of a limiting belief. Know your beliefs that might hold you back from helping a customer, then find out how to minimize them.
2. Maximize your selling style. One part of this is your degree of introversion and extroversion. Let your extroversion take the front seat during presentations and building rapport. Leverage your introversion by listening, asking questions and focusing on the customer.
3. Prospect continuously. Cold calling, referrals, internet presence with websites, blogs and leads groups, are prospecting actions. Any that you use become more attractive when you talk about the customer, his or her pain or problems, more than talking about you and your offer. Have patience - your time to sell will come.
4. Show self-confidence. No one buys from someone who lacks confidence. Even if you aren’t so confident about some part of your sales skills, either rely on your confidence in other areas of your life or hire a coach to help you find the heart of yours.
5. Design and carry out a leveraged marketing strategy. Marketing takes place to bring prospects to you and you want to take actions that one, boost your confidence and two, maintain your energy.
6. Know the difference between, and act accordingly with, marketing and selling. Many salespeople sell way too soon, way too often and kill the sale in the process. Attractive marketing can lead you to attraction selling.
Remember, selling is about the customer. Yes, you are the person selling. It is partly your sales attraction that brings prospects to you for you to then put your sales effectiveness into action. Without prospects and sales attraction, a salesperson cannot move to the second strategy of sales effectiveness because they won’t have anyone wanting to hear their message and then buy.
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About the Author: Patricia Weber RSS for Patricia's articles - Visit Patricia's website Click here to visit Patricia's website   Truths for Introverts Who Sell What We Dont Need To Learn The Extroverted Hard Way Part One Selling is Not Politics Going Negative in Sales May Destroy Results and Reputation Speed Networking How to Plan Your Follow Up and Follow Through Sales Tip RockABye Salesperson Tell Yourself a Better Bedtime Story Leadership Style and Motivating Employees |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Your advantage over others
- Sell using your USP - unique selling proposition.
Why should people buy from you, instead of your competitors?
Think about it, why are you so great?
It may be a hard question, but finding the answer can multiply the effectiveness of any advertising or marketing activities you undertake.
Re: When do entrepreneurs retire, if ever?
- Why would you ever retire when you love what you are doing?
Sell the business and start another one maybe - but retire - NEVER!
You should all read, The 4 Hour Work Week - By Timothy Ferris. He talks about building your business so that you can take mini 'retirement's throughout your life, instead of saving it all up for when you are old.
Great concept - what do you think??
In A Previous Life...
- I was a pharmacist - and one of the weirdest things sometimes happened (there were quite a few, but this is one of the best irritants).
Picture this. A woman walks up to the counter with a man trailling behind - usually this way round, I don't know why.
Her - "Ee's got a cough"
Me - "What kind of cough is it?" (trust me there are different kinds of cough)
Her (to him) - "What kind of cough is it?"
Him (to her) - "Its dry".
Her (to me) - "Its dry".
Me (to her) - "How long has ee' had it?"
Her (to him) - etc.
I wonder why we could never seem to miss out the middle person and be truly direct.
Aaaargh!
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