Tweet

So You Think You Can Sell

Guest post by: Tim Hagen

Article Overview: How can active listening help you when it comes to prospecting? Read these sales tips and understand the important elements of need based selling.

So You Think You Can Sell

A while ago I was in the market for a new car; so, one afternoon I went down to the dealership to look around, and a sales man approached me. He asked me if I was looking to buy a car, and when I said yes, he asked me what I did for a living. I told him I was in sales and training. He immediately took this information and went on to tell me that as a sales man I must travel a lot and probably needed a car with a lot of miles. Not just any car though, I needed a sporty car that would impress my clients. This was not what I was in the market for; so, I left. I went back to the same dealership a week later and was approached by a different salesman. He started the conversation by asking me what type of car I was looking for, and he listened while I explained that I wanted a large SUV. He then proceeded to ask me why I wanted a large car, and I told him that I had kids. Once he realized that this was my value driver, he brought me to look at SUV’s with high safety ratings. This man realized what I needed in a car because he took the time to listen and understand why I was buying.

There is a point to this story. As salespeople, we sometimes get caught up in the selling part. We go on long-winded stints of telling clients about the product, it’s benefits and it’s features without realizing that the customer may not even be in the market for the product we are describing. Instead, we need to actively listen to our prospects and find out what drives them; why are they in the market for our product? Out conversations should be 80/20 with our customers talking 80% and the 20% is left to us. Don’t dominate the conversation because it is vital that we understand our customer’s needs so that we can effectively sell them our products.

To fully help a customer find the right item, you can do the following:

- Determine what your customer needs and if your product fits that description. It’s simple, people will not buy what they don’t need; so, you don’t want to waste your time or your customer’s time trying to get them to make an unnecessary purchase.

- Ask questions. Then listen. Don’t just listen for half of their response. Really engage with them. In order to do this, don’t think ahead and try to concentrate on what they are saying.

- Know your product inside and out so that you can find the most suitable solution to their need and handle any objections. If your price is higher, be able to list the reasons. For example, there was a higher price on the SUVs that came with high safety ratings, but because that was something I needed, I was willing to pay the extra price.

If you use active listening and make sure you are selling based on needs, you will slowly see your sales progress.

Related Articles
  Best Sales Strategy for Your Company
  Heart of Marketing by Judith Sherven and Jim Sniechowski
  HOW TO AVOID SOUNDING LIKE JUST ANOTHER SALES REP
  Finding The Right Prospects For your Business
  Have You Ever Felt You Didn't Know How You'd Get Your Next Sale?
  Like it or not – Success is about being able to sell YOU
  What Recession ? SELL
  An old refrigerator will show you how to INCREASE YOUR PROFITS
  The Secret of Door to Door Street Marketing
  Selling on Price
  8 Ideas On How To Make Money On A Website
  How to Sell Insurance – Really
  You can't build business “thinking” about it
  How to Bring Your Product to Costco
  Do a better job, and you will get paid more
  Online book campaigns – friend or foe?
  Entrepreneurs – Selling The Benefits Of Your Products To Your Wholesalers
  Up Sell you way to a Better Turnover
  3 Rules for Successful Up Sells
  Stress-Free Selling® - Do Your Proposals Sell?

Article Tags: active listening, coaching, communication skills, inside sales, needs based selling, sales tips



Related Forum Posts
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??
Re: SES Toronto - Day 1! - ...oh and even though it's 21 secrets, why do you have [quote:1gz722fe]Tip #22: Use Your Thank You Page to Sell[/quote:1gz722fe] on your blog? Are you holding out on secrets or are you adding your own? Hope to see you at the next conference!
Re: Run when you can, walk when you have to, crawl if you must; - Thanks Jason I was overseas during the Hippie Generation (but i understand according to you, we have not completed that generation) I just don't see the long hair, bare breasted flower children and open drugs as I understand was so prevalent then or I haven't been looking in the right places. OFF THE CHAIN got me? As to sex and age, I always prefer to see a warning to others, especially minors A question for you, "With so much FREE sex, videos, pictures, stories as such available on the interest, readily accessible to all - Why does SEX still Sell online?
Some online business suggstions debunked - 2. Sell photos on stock photography sites --- I tried this, couldn't even get in the front door. But then, I'm apparently a lousy photographer... However, if you do get in, I think you only get something like 25 cents a download... 8. Build services atop Amazon Web Services ---I've been an Amazon associate for a loooong time, selling books, and business has been lousy since the beginning. Nobody reads anymore...I do get a few DVD sales every now and again... but frankly I make much more money though Google Ads on my site. It took several months for that to build up, but now as my website has more readers those ads are starting to pay off, whereas there's been no corresponding jump from Amazon ads on the same pages...


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

The five pillars of internet marketing strategy

Make Small Commitments. Get Big Changes.

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.