subject: My 8 Steps to Sales Success - Step 8 [print this page] My 8 Steps to Sales Success - Step 8 My 8 Steps to Sales Success - Step 8
In this article we will discuss the eighth step and see just how exactly it affects your sales procedures. Always TAKE CONTROL. Take control of what exactly?
Your sales career. Your attitude. Your territory, your efforts, your organization and so on. Everything. In sales power is everything. If you looked at the 8 steps and thought to yourself that I was missing out confidence, body language, tone of voice, impulsing and so on, they fall in this step.
In sales you have to exert subtle power in all your meetings so you can negotiate from a position of power. This gives you the "advantage" over your prospects and enables you to take control of the sales process to the point where you will literally "tell" your prospects to bring out their cheque-book or credit card and pay you.
You have a few tools to gain this control. First you have your body language (confidence and power to influence) and I am sure you have heard of the "85% of what you say is body language" and so on with a very little fraction reserved for the verbal. So the moment you meet your prospect you have good strong posture, friendly eye contact, a decent smile but not a grin and a firm strong handshake. Your tone of voice should be varied to emphasise what you want to emphasise and your strong exciting points in the "pitch". This conveys the impulses and so on to move the prospect towards the desired result most likely a sale. You should always close or ask for the sale, it is very rare that they will volunteer this.
Depending on what you sell the actual steps in this part will be varied but all lead to the same end result. I like to talk about car salespeople. Selling cars is difficult. But when you meet a good salesperson you will know it. Case in point, soon after the test drive they literally turn their back on you and "run away" from you headed to the salesdesk! Think about the last time you bought a car. The obvious reaction for any customer is to chase them to the sales desk and just by being human, once someone physically moves you, they move you emotionally as well. That is why it is called e-motion. The salesperson here will be holding the upper hand on this interaction. Naturally when they ask you to write a cheque or sign a credit application form it will be a done deal. This is just but one example.
Overall if you do not take control, the customer does and if they do not want to buy then the sale will not happen. You must control the process. If you look at all these eight steps, you will notice that they will need you to actively make them happen. YOU have to take control. That is very important. You cannot rely on "luck" in this process which is why the top performers perform well all the time because they broken down everything into steps they can control and direct.
Thanks for reading and good luck with your sales!
For a free 37-PAGE PDF about modern day sales techniques andhow to stop cold calling forever visithttp://quicksitemaker.co.uk/sales-training.html
