ADD-ON SELLING IS REAL PROFESSIONAL SELLING
General Electric Corporation wanted to increase its over-the-counter sales of Mazda lamps. Their marketing plan was to get retailers to ask everyone who stopped to look at the lamp to buy a carton of eight bulbs. That was all, they just had to ask them to buy. The bottom line was, one in four bought, and sales went up by 25%. Every time you order at McDonalds, they ask if you’d like fries. The percentages are not available to the general public, but it must be working because all of the other fast food chains use the same technique.
I recently read where a photo copy sales company made it policy that every call made at which the prospect had not already bought, the agent was to ask for the order. They tried it for a month, and sales increased by 25%. One in four actually bought because they were asked to after the sale had already been “previously completed.”
If you ask for the order, there is only two things your prospect can do; buy or decline, but even when that happens. They realise how important the sale was to you – and because of this they develop greater respect for your ability and professionalism.
BUT HERES THE BIGGEST BENEFIT – DO THEM A FAVOUR AND SELL
It makes difficult buyers realise their self-importance. In turn, as you sell them, they realise you’ve just done them a favour and now they owe you one. Yes, closing the sale is the best way I know to get back at the difficult buyer – and it’s worth every minute spent getting that order more so than most others.
The profession of selling is about communication. Those who are able to communicate are also aware of the power available to them through this one medium.
Everything in life revolves around knowledge, and we are all aware of that time-worn phrase, “Knowledge is Power”. And in all reality, all manner of knowledge creates all manner of power.
KNOWLEDGE IS POWER – NOW LEARN TO ALWAYS USE IT WISELY
Just stop and think for a moment about those who live on the third world.
Much of what we take for granted as a basic part of our everyday lives, to them is a luxury even beyond many of their dreams. For that one reason (and many others lust like it), that group of people need to be taught better and more cost effective ways of digging wells, building water storage and treatment facilities as well as constructing the network to provide the necessary water supplies to the villages. Those who have this “knowledge” – have “power”. Likewise, in every part of our everyday lives those who have other forms of “knowledge”, also have this “power”.
POWER IS SOMETHING OTHERS WANT FOR THEMSELVES – READ ON
Power is not (as most if us tend to believe it to be), a form of manipulation, dominance or control mechanism.
Each of those are the misuse of power. No, having power simply means you have something that others want for themselves.
Others want to be in the presence of those that are happy, kind, courteous, understanding and loving – they feel warmed by that person’s presence.
Others want to be in the presence of positive, enthusiastic, confident and creative people – they want to be likewise.
Others want to be in the presence of skilled, educated and knowledgeable experts in their field – they can learn from them.
Others want to be in the presence of the rich, powerful and successful – some innovative secret may just rub off from them.
And yet others just want to be in the presence of the people with a vibrant, effervescent and contagious personality – it makes them feel alive and happy.
The seller is the person who needs to develop a good deal of these qualities. And the more he or she has accomplished, the better the selling becomes.
However, the seller too has something the prospect wants – a product that will improve a lifestyle, enhance productivity or increase profits – that too is power. Use it wisely.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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