Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life.
Professional sales people spend their entire careers consciously selling products and services. They attend sales trainings and seminars. They listen to motivational tapes and CDs in the cars to stay optimistic in the face of the inevitable continuous stream of 'Nos' every salesperson hears daily.
Selling is the world's oldest profession. It is in your blood, and you know how to do it. Follow just a few simple steps and rules to selling, and considerably improve your life and your relationships.
My definition of a sale is the connection between a buyer's needs and a seller's benefit. This sounds basic and it is. Using this definition, what is the process for a easy-to-make sale?
1. The seller must know the buyer's needs. 2. The buyer must believe his needs are completely fulfilled by the seller's benefits.
In a perfect world, if #1 and #2 are met, there is a sale.
Why is it not a perfect world? Here are common problems in a sale.
1. The buyer, much less the seller, truly knows his own needs. He may think he knows, and the seller may believe this erroneous thinking. To sell anything, all sellers must practice the art of questions. Good sales people ask questions until the buyer's pain is discovered. Since all buying is emotional, discovering pain or problems usually also uncovers the buyer's true needs.
2. The seller does not know, and/or does not communicate to the buyer the benefits that answer the needs of the buyer. Unless the buyer clearly understands the benefits of service or product he is purchasing will solve the need, there will always be doubt about the sale. Many times the seller knows the feature of their product or service, but not the benefit. For instance if I were selling a fireman's charity ticket to a friend I would not say "Buy this ticket because the fire department needs your money." I would use a benefit like this; "The money you invest in this ticket will support your fire department. What this means to you is better and faster response times with better paid, more qualified fireman coming to save your house or your life."
See how I convert a feature (help the fire department) into a benefit (save your house or life)? Practice this concept every time you want to sell.
Take the time to find out the needs of anyone you are trying to sell anything whether it is an idea, a product, or a service. Using your knowledge, match your benefits to the needs, communicate it properly and you have a sale!
Your Coach and online friend,
Miami Phillips
Helping others find their path - and stay on it. http://www.creativemasterminds.com
Quotation of the Week - "When one teaches, two learn." --Robert Half
About The Author
Miami Phillips is an ANSIR Certified Personal Coach and the founder of Creative MasterMinds who believes personal growth is an essential ingredient to being happy and contributing to this world. While his main focus is affordable personal and business coaching, he also offers motivational teleclasses, ebooks, reading recommendations and much more. To find out more visit his site at http://www.creativemasterminds.com or send him an email at Coach@creativemasterminds.com
![]() |
|
![]() |
|
![]() |
|
![]() |
My experience has taught me that people want to buy... Read More
Selling arwork is easy when you follow a road map.... Read More
Prospects have many reasons (you might think excuses) for not... Read More
Maybe everything you need to know you can learn from... Read More
So -- you've just gotten off of the phone with... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
My silent fish tank was no more. Enough water had... Read More
If you knew a few sure fire ideas that have... Read More
Are you going to win this deal? With just less... Read More
When sales are down, a salesperson must begin to take... Read More
For the 'big three' automobile sales consultants, the 'employee discount... Read More
In my business, it has been an interesting and very... Read More
I recently found myself suffering from a lousy cold; all... Read More
When five years ago I was faced with having to... Read More
The art of backend sellingThe backend sale can be more... Read More
Have you ever heard of the Golden Hour? I live... Read More
1. You could end your ad copy with a discounted... Read More
Let's face it when it comes to cold calling many... Read More
This issue's topic on sales prospects comes in response to... Read More
Although David has been a graphic designer for a decade,... Read More
Have you ever passed by a bakery display case without... Read More
One of the best books I have ever read is... Read More
Customers will ask you a question and you'll proceed to... Read More
It has been said that a customer makes a decision... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
A lot is written and talked about in regard to... Read More
Language is one of the most important tools you have... Read More
One of the interesting things about being a coach and... Read More
We are all in sales. We all selling in every... Read More
In sales we do tend to become focused upon our... Read More
Seems almost every situation in our lives is centered on... Read More
In my dreams, I envision being the marketing consultant equivalent... Read More
Here's the thing... you still have to make every marketing... Read More
Have you ever tried to explain to someone what you... Read More
In my youth I landed a job selling encyclopedias door... Read More
I recently found myself suffering from a lousy cold; all... Read More
Are you searching for new and innovative ways of sales... Read More
People are always looking for ways to close the sale.... Read More
Imagine you've just thrown a rock into a pond. SPLASH!... Read More
One of the best ways to increase your sales and... Read More
The first 15 seconds of your approach are the most... Read More
I've been getting lots of email from my readers lately.... Read More
Maybe everything you need to know you can learn from... Read More
1. Spend money on targeted advertising instead of mass media... Read More
How many names do you have in your business Rolodex?... Read More
Here are 4 easy ways you can boost your sales... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
One of the questions I often get asked as a... Read More
When I first moved to Seattle, I worked for 9... Read More
In the day-to-day operation of an online business we can... Read More
Congratulations! You successfully sold one or more of your company's... Read More
One essential criteria of being a successful salesperson is the... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
In sales we do tend to become focused upon our... Read More
Have you ever heard of the Golden Hour? I live... Read More
I'm about to reveal the biggest secret to growing any... Read More
Suggestive selling is a powerful tool that can increase your... Read More
A lot is written and talked about in regard to... Read More
A "Call To Action" is an invitation for your prospective... Read More
Warren Buffet says that insurance is a commodity and price... Read More
7 Phrases You Can't Say in Sales (Because They Will... Read More
You have a choice. You can stand out or blend... Read More
Selling arwork is easy when you follow a road map.... Read More
Keeping up with what words are in and out isn't... Read More
Have you ever wondered how in the heck you're going... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
Sales Training |