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The Second Sale You Have to Make for Increased Sales

Written by: Cheryl A. Clausen

Article Overview: You already know the first sale you have to make is you have to sell yourself. In that you have to sell yourself on the value of what you offer. After all if you wouldn’t buy it you certainly can’t expect anyone else to buy it.

The Second Sale You Have to Make for Increased Sales

You already know the first sale you have to make is you have to sell yourself. In that you have to sell yourself on the value of what you offer. After all if you wouldn’t buy it you certainly can’t expect anyone else to buy it.

You have to feel enthusiastic about what you can do for your clients. That enthusiasm will come through loud and clear or it won’t. And if it doesn’t it’s pretty hard to make a sale.

But what about the second sale you have to make? The second sale happens when the prospect buys you. They must perceive you as honest and genuinely interested in them and their needs.

In other words you have to be credible. And that’s hard for many beginning sales people or when you’re selling something new. But it doesn’t have to be.

Your lack of credibility is predominantly your fault because you’re focusing on the wrong thing. You focus on learning and knowing as much as you possibly can about your product and service. I commend you for that, but that isn’t what you initially need.

Your knowledge as an expert comes later. Their first concern is about you as a person. They will only care about your expertise if they buy you enough to get to that point.

Your initial credibility, the second sale you have to make, is all about your perceived integrity. The prospect has to feel like they can trust you before you can ever get to a conversation where your expertise is needed. So how do you get off to a good start?

You place all your focus, attention, and interest on the prospect. That means you only talk about, ask questions about, and point out information related to what you already know they’re interested in. It’s as though you’re making friends with a complete stranger and have no vested interest other than understanding what they want. Because that’s all the second sale is about.

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Article Tags: credibility, focus attention, integrity, stranger, vested interest



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