Effective Selling
No matter where you are on
the ladder of success, there's always another rung to climb;
more to learn, new skills to master.
In direct selling, the
next rung may be mastering a more effective selling
technique, the use of NLP or the psychological triggers that
lead to a closing situation.
Whatever that next rung
is, there is one sure way to climb it.
Back in 400BC, Socrates
established the "Law of Cause and Effect". This states that
everything happens for a reason - and if you can define the
effect that you want, just trace it back to the actions that
cause it. If you carry out those actions yourself, then you
can achieve the same effect.
Simple enough - but two
issues tend to stop this occurring in selling - how can you
pinpoint the actions that cause the desired effect, i.e.
closing the sale, when...
a) the top pros will not
or cannot give you the answers you need, and...
b) each selling situation
is different and each customer is different.
Most salesmen seem to
think that what they need is the elusive "guaranteed closing phrase"
that the top pros use. Some magical sentence that the buyer
finds impossible to resist.
If only it was that easy!
Top pros generally have rock solid technique which is
applied from walk-in to walk-out. Fancy and glib phrasing
doesn't exist in their presentation. So, to ask them "How do
you close?" is rather like asking "How do you drive?". There
are thousands of interwoven actions and reactions that make
you a good driver. And like selling, there are many more
average drivers out there than really good ones!
What about each customer
being different? Let's explore this by sticking with the
driving analogy for the moment.
Just as with customers, drivers can be nervous,
aggressive, confident, inconsiderate, slow, fast......but
they all have to drive on a particular section of road. They
all stop at the same red lights and all have to pay
attention to the same signs, and all switch their engine off
at the end of the journey.
So, despite their vastly
different characteristics, they are all obliged to drive
within a number of constraints.
And, in selling, this is
what we must do with our customers. We control the road they
are on; we set up the stop/go lights; we let them go fast on
the dual carriageway and make them slow in the town.
We control the whole sales
process. If you don't, then it's like letting the driver
loose in a field; he'll go where he wants - there are no
constraints. And you'll never catch him!
As salesmen, it's up to us
to create a pleasant "highway" for the customer, but we must
always be in control.
Pages in this section;
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Effective Selling
l
Defective
Selling! l
Effective Closing
l
Effective selling
skills from .....
Direct Selling Masterclass
Sales Training UK....
....selling
it like it is!
