1. Whilst sporting stars often denigrate their opponents (to drum up interest) – it’s something to avoid when selling. What you can do is provide accurate delivery comparisons between your product or service and those of your competitors. You can show your Prospects how you deliver more of whatever it is they are looking for. And, if your competitors bad-mouth you – well, take it as a compliment (they’re simply showing their fear)
2. Make sure you treat each current and potential Customer as an important entity. It may be true that selling is – to some extent – a “numbers game” (the more calls you are willing to make to genuine Prospects, the more sales you are likely to achieve). But, it’s vital never to treat an individual as part of that numbers game. How do you feel when someone treats you – the Customer – as unimportant i.e. “Just another Joe”? It’s up to you to help each of your potential Customers to feel special; and to keep that impression going throughout all your on-going dealings with them. If you don’t, there is a danger they might look for someone who will!
3. Appear to know less than you do. This doesn’t mean that you give the impression you don’t know everything about your products and services! It does mean that you don’t appear a “know-it-all” to your Prospects or Customers. Let them be an expert too. Because, in reality, they are always more of an expert in their business and its needs than you can be. So, let them provide that information; then you can use your “complimentary expertise” to help them!
4. Present your price at the right time – and in a confident manner. If you appear almost to be “apologising” for the price, one of two things will happen. Either your Prospect will know you don’t have confidence in your product’s delivery. Or, the person you are dealing with will take this as an invitation to “make me an offer” and start negotiating a “deal”
5. Avoid “desperation selling” – or, to be more accurate – avoid letting your Prospect see that you are desperate! It’s okay to put time pressure on them to encourage a commitment. It isn’t good to show that you need an “instant yes” to help you achieve something e.g. your target!
Selling Skills - 5 Simple Steps Towards success - To learn more about this author, visit Gordon Veniard's Website.
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