IF YOU REALLY WANT TO MAKE MONEY IN SALES
Here are Two Tips some will say Will Make You Rich.
These two sales tips are the ones some salespeople say will make you rich. I’m not too sure about that claim, but I can say that both can make the selling process far more focussed when used that it would be if they were not used in they way recommended. It is also important for the salesperson to understand that they are based on the fact that in all kinds of business-persuasion they are the two key aspects of a human personality that are focussed on come whenever we are being sold to by another.
The first is, we place a good deal more importance on the words that come out of our own mouth, compared to the words we hear coming out of the mouth of the one doing the selling.
The second is that we also place more importance on the things we ask the seller to provide us with, compared with the things the seller is prepared to offer us. In simple terms, what that means to us, is that when we are in the process of selling someone else, our key focus needs to be designed to coax the prospect to tell us in his or her own words what we’ve been wanting to tell them.
If at first the coaxing doesn’t work, the salesperson could then ask questions to which a simple yes or no is extracted, and then the seller may be able to encourage the prospect to say in his or her own words what they have just been told by the seller. That way, the prospects would hear themselves voice a solution to the challenge they have been facing.
All this is based on the fact that when we hear ourselves offer the solution we need, we tend to believe it more than when someone else tells you.
Moreover countless studies world-wide are certainly more influenced by their own words than the words told to them by someone else. Another thing to appreciate here is that people are also more interested in what they might ask the salesperson to provide them with, more so than anything that the seller might offer – even if the two things are exactly the same. That’s why earlier in this chapter it was suggested that the seller coax the prospect to restate what has already been said – because without further coaxing the prospect is likely to ask the seller if the seller can provide a solution for them.
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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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