Escape Selling Frustrationuse The Simple Cure
New to sales presenting? If youre feeling nervous
, uncertain or fuzzy about how to do it wellheres a fast track cure.
In sales presentation training, experts advise new sellers with a barrage of techniques, tips and pointers. The only problem? Its an awful lot to learn all at once.
If youre just starting out in sales presenting, it may be because your organization has downsized and everyone is now selling. You might never have signed up for sales.
In fact, many entrepreneurs and small business owners feel this. In the real-world, it turns out: everyone is selling. Youre selling ideas. Youre selling solutions. Youre selling to people who are busy, on cell-phones and have a million things on their minds.
If you never imagined youd be selling, read on. If you always felt you were born to sell, soak up these few tips. They could change your life.
Here are the 6 top qualities to make you a sales masterright now.
1. Simplify Your Message
The simplest message is the most memorable. Thats why we recall messages from years ago such as: as easy as 1, 2, 3. Keep your sales message that simple.
2. Ignite Desire
It isnt really what youre selling that makes people buy. Its what they are desiring. What does your audience want most? Position your sales message to fulfill their desire. Be realistic and truthful. Only promise what you can deliver.
3. Make It Memorable
You must stand out above all the clutter, noise and urgency pulling on your customers attention. How? Be memorable personally, professionally and in what youre offering.
4. Paint Pictures
Appeal to visual learners and visual communicators. Paint pictures with your words, presentation and interaction. This is why whiteboard selling is so populardraw and write a picture of the benefits while the audience watches.
5. Link To Benefits
Spell out the obvious. Highlight all the benefits of your product, service or solution. Speak in language, phrases and terms that your audience uses.
A simple way to do this? Listen to your customers. What do they say about your company? What comments do they make? Use their words to talk about key benefits.
6. Emotional Connection
What drives connection, care and loyalty? Emotions. People are passionate about specific brands. Its emotional. Its not necessarily logical or factual.
Is it really that simple? Well, the qualities are clear. And yes, you saw correctlythe first letters spell the word: SIMPLE.
But it is not necessarily easy. When youre selling a complex technology solution. When youre explaining something to a distracted customer. When you have a million issues from late employees to undelivered products. Well, thats when you must activate these qualities.
Take a moment right now. Think of the best sale you ever made. (If youre new to selling, think about the best sale you were ever involved in, even if its on the buying end.)
Were these qualities present?
Was the message simple?
Did you instantly communicate desire?
Was it highly memorable?
Was there a clear visual picture?
Was there a link to benefits?
Was there an emotional pull?
My hunch is your answers are all the same. Yes.
In coaching and training thousands of
sales professionals, these qualities consistently emerge. If youre having a rough spot in selling, go back to the SIMPLE cure. Guaranteed, youll see a place where you can refine, polish and improve in one of these areas.
If youre going wild in selling, see if you can identify how youre using these qualities. This could be the secret to unlock your ability to teach other sellers your special methods.
Nowyouve learned the SIMPLE cureits time to put it into action.
by: Milly Sonneman
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