Selling: an art of a skill?

Selling is as much an art as it is a skill. The basics of the selling process can be learned by anyone, but the practice of selling is something that the super star sales people have brought to an art level.

What gets them to that level?

1. Superstars develop their own style. They know who they are and are comfortable with it. They watch the masters, but don't copy the masters. They know whether their humor delights people or turns them off. They know how aggressive they can be and when to back off. They are great readers of people and people's reactions.

In the business of speaking I think of Tom Peters who is one of the biggest management gurus of our time. He commands tremendous fees for speaking and is booked constantly. But when I watch him I am fascinated by the rules he breaks when speaking. He paces like a lion, he shouts to the point of straining his voice, he uses notes ? all things that we are taught not to do. But it works for

him. In contrast you have Maya Angelou who stands in one place and delivers in melodious tones and hold her audience riveted just as Tom Peters does. Different styles ? both work.

In the field of acting you have Jim Carey who practically turns himself inside out to get his point across and you have Sir Anthony Hopkins who can get his point across with the raising of his eyebrow. Different styles ? both work.

I have seen waitresses interact with customers. Some are brash and funny, others are sweet and accommodating. Both types make good tips because they've developed their own style.

I have bought from sales people who have been persistent and I have bought from another who let me go at my own pace. I've been comfortable with both because they didn't try to be someone they aren't.

2. Superstars know their strengths. Superstars are constantly evaluating themselves. They work at developing their strengths. They know what works for them and will repeat it over and over. They get better with each sales call.

Although they capitalize on their strengths, they don't ignore their weaknesses. They monitor their weaknesses and work on improving in those areas ? but not in front of their clients. They find opportunities to practice on their friends, family and strangers. When they feel they have improved, they will then start incorporating those new behaviors into their sales presentation.

Because what had been a weakness is now under their control, they begin to use them as their strength. Thus, they constantly work to use their strengths to their and their customer's benefit.

3. Superstars have confidence in their ability. Just like great athletes, they have practices their craft over and over again. They know what works for them. They are confident in their ability. When it comes time for them to close the prospect, they are able to deliver with a confidence that the prospect believes in.

4. Superstars don't leave it to chance. They are practiced, well prepared people. They use winning phrases, they remember past successes. They write down and memorize anything that has worked in the past.

5. Superstars use a proven formula that is just right for them. All the techniques that are taught by sales trainers work. It is finding one that works for you and using it. Jumping from one to another does not give you the opportunity to hone your skills. Find one that works for you and use it all the time.

The basics of selling are Prospecting, rapport building, question asking, presenting, question answering, closing and follow up. There are variations on these basics, but it all comes down to these 6 skills.

6. Superstars don't use gimmicks. Gimmicks work one time, but the prospect is apt to feel manipulated. If your customer feels manipulated they won't give you referrals, they won't want to buy from you again and you can be sure they'll tell all their friends not to buy from you.

Margo Chevers, author of the book STOP the BS (bad service), has been providing sales and customer service seminars and consulting to a diverse cross-section of industries for the past 15 years. For information about Margo Chevers' speaking or training schedule call (800) 858-0797 or Margo@MargoChevers.com

---

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

Overcoming the Fear of Selling

For many of you the Fear of Selling is a... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

Dont Call Me

The March, 2004, issue of Psychology Today reports on an... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More