Eight Winning Sales Strategies
In our sales tips we are always talking about approaches and strategies in becoming a better sales professional. While the following list will be some great reminders of the things you already know, we must start with the obvious.
1 You can not consistently function in a manner inconsistent from how you see yourself means that if you are low and down in your state of mind, then you will function in this way. If this is true, then get yourself some motivational tapes, and get pumped up. If you think that these are silly, think again, they work.
2 Sales are 7% what you say, 38% how you say it, and 55% how you look. This of course is why companies such as IBM asked everyone to dress virtually the same. Not to make a significant positive or negative statement with their attire, but rather a neutral one. Make your Product or service memorable not your attire.
3 Always be prospecting, even when you do not get the sale. (Which, by the way, will be more often than not.) Get the information that you came for, and perhaps a lead as well.
4 Be an Expert and or Specialist. If you sell Bank Card services, know the lingo, and use it. If you sell Check Guarantee, then read the industry information so that you can be as knowledgeable as possible. Strength sells, knowledge is power.
5 Have a positive attitude. Remember that you are a professional. Sales is not something that just anyone can do on the spur of the moment, any more than brain surgery. It is a skill, and one that can be finely honed. Remember that the world turns on sales, which is simply helping people make better decisions.
6 Be who you are and let people be who they are. A phony is easily spotted. We all know that you must believe in what you are selling. If you don't believe in what you are selling, then look for something else to sell. But also remember, that all companies must pick an element of their market in which to excel. To be a really great company within an industry you do not have to be great at everything, but you must excel in one area. By example, we know that Wal-Mart is excelling at low prices. You would not go to Wal-Mart and be upset if you did not get superior service, because superior service is not what they are known for. Likewise you would not expect low prices from Macy's. Consider that whatever the product or service is that you sell, accept the strength or value statement of that product or service, or find one that more closely fits you.
7 Try to remember that every "NO" puts you that much closer to a "YES." We have mentioned the concept in The Green Sheet before, and its acceptance can have much to do with your state of mind; however, the truth is that some prospects will buy and some won't. You must understand that this is part of the process (so what), and you must move on (next). This is why we say SWSWSWN. Some will, Some won't, So what, Next.
8 Make People you deal with feel Very, Very Special. Remember people decide to buy within the first seven seconds of a presentation. If you are an Enthusiastic Professional and treat the prospect with respect, they will give this back to you in kind. While today may not be the right "buying" time for them, if you do your job correctly the next time may be.
All of this can be summed up perhaps in three letters R.A.P. This stands for Rapport, Ask Needs, and Promote. In this case we are never too young or too old to learn how to RAP.
Good Selling!SM
Paul H. Green
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