Business & Finance Advertising & sales & Marketing

Simplicity Is Key To Selling

The multitude of different definitions of what selling is can boggle the mind. To help you come to grips with what selling really entails, here are some basics. Selling is:

1. The process of helping people make decisions that often lead them to purchase from you.
Effective selling begins with an understanding that it is about influencing the decisions of the customer. In other words, the ultimate location for the sales process is the mind and heart of the customer. Very few sales situations involve only one decision. One decision leads to another, which leads to another, which leads to the decision to buy. Heres an example I often use to illustrate this point. Selling water softeners to homeowners is a classic one-call close. In other words, there is only one sales call necessary to help the customer make a decision. You either sell it when you see them, or you dont sell it at all. This simple one-call close selling process actually consists of a series of decisions on the clients part: Should I make the appointment? Should I keep the appointment? Should I let the salesperson test my water? . Even in this simple selling process, the effective sales person understands that it is a series of decisions, and his/her job is to help the customer make each affirmatively.

2. The science of helping people get what they want.
If your prospective customer doesnt want or need what you are offering - if it doesnt fill some need in the customer - then you have no business engaging in the selling process with him. Now dont get too hung up on the definition of need. If we define that too narrowly, it would eliminate everything except food and shelter. Our needs and wants are ever-expanding, and include things that make us feel good or fill some emotional need as well those that meet our basic needs. We may not really need a caramel cream latte, but thousands are purchased every day. It makes us feel good.
While selling is what you do, and you can do it better, it is still less about you and more about your customer.

3. At the same time both challenging and incredibly simple.
I say incredibly simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it. It is challenging in that to become exceptionally good at it takes the better part of a life-time of effort and practice. Heres an example. Lets compare selling to the game of basketball. Anyone can take a basketball, bounce it a couple of times, and throw it up at hoop. In its essence, thats the game of basketball. However, there is a great distance between the skills and competence of the novice and those of someone like LeBron James. While the world is full of people who can play basketball, only a handful compete at a world class level. You can sell. Ill show you how. But more importantly, you can also sell better. Ill show you that as well.

Its one thing to be able to do each step of the sales process, and its another to be able to do each step better! Just like every other field of human endeavor, there are the average performers, and there are those who do it better!
Heres an example. I love to golf. But I am, at best, an average golfer. Im not nearly as good as many of the golfers in my league. I know I can golf better after all, many of them are better. Every year I expect that I will golf a bit better. But, alas, I just dont have the time and energy to put into becoming better. If I did put the time and energy into it, I would, no doubt, raise my game. So, while I am an average golfer, I could, if I chose, become better.

So, too with every one of these steps in the process. There is adequate performance, and then there is better performance. But its not an either/or kind of situation. There are degrees of better. Theres lots of room between me and Tiger Woods.

Think of your performance on each step as being like a dart target. You know the kind Im thinking about it is split into six or eight pie shaped slices, and has a number of rings, each smaller than the one immediately to the outside of it. The bulls eye, in the middle of the target, has the greatest scoring potential.

When you are playing darts, you throw your darts at the target, and the closer your dart strikes to the bulls eye, the more points you score. If your dart strikes at the outer most ring, you score just a few points. But you do many times better if you hit the bulls eye.

Now, every time you engage in one of the process steps, its like throwing a dart at the target. You can hit the outer ring and score a few points, or hit closer to the bulls eye and score more. You can do each step of the process, or you can do each step better. And, like the ever-smaller rings of the target, there are degrees of better. The bulls eye is always the vision of perfection.

The payoff for you is far greater than just a better golf game. Youll be more fulfilled, make more money, and ensure you and your familys prosperity and security for the future -- all worth the time and effort to become better at sales.
SHARE
RELATED POSTS on "Business & Finance"
Features of our sales and marketing management software
Features of our sales and marketing management software
Entering New Markets - The Four Steps to Successfully Entering New Markets
Entering New Markets - The Four Steps to Successfully Entering New Markets
Find Magnificent Grip And Comfort Level By Using Latex Dipped Gloves
Find Magnificent Grip And Comfort Level By Using Latex Dipped Gloves
Small Business Website Design - What Do I Put On My First Website?
Small Business Website Design - What Do I Put On My First Website?
Network Marketing Today - How the Trends Are Shifting
Network Marketing Today - How the Trends Are Shifting
Purpose of List Building Online
Purpose of List Building Online
Pay Per Click Earning - 3,700+ Targeted Visitors To Kickstart Your Sales Today!
Pay Per Click Earning - 3,700+ Targeted Visitors To Kickstart Your Sales Today!
A Whole New Marketing Arena - Hyper Facebook Traffic!
A Whole New Marketing Arena - Hyper Facebook Traffic!
The expanse of online marketing services
The expanse of online marketing services
Starting a Home Business? What You Need to Actually Succeed
Starting a Home Business? What You Need to Actually Succeed
We' ve A Brand New Olive Garden Promotion!
We' ve A Brand New Olive Garden Promotion!
Is It the Fish, Or Is It the Water?
Is It the Fish, Or Is It the Water?
Online FloristsSolution For Sending Flowers Across The World
Online FloristsSolution For Sending Flowers Across The World
Reasons You Get an Arkansas Traffic Ticket
Reasons You Get an Arkansas Traffic Ticket
Home Business Niche Article Club and Your Online Marketing Business - A Product Review
Home Business Niche Article Club and Your Online Marketing Business - A Product Review
Income Tax Neon Signs Work Both Ways for You and Your Potential Clients
Income Tax Neon Signs Work Both Ways for You and Your Potential Clients
2 Ways To Implement Customer Service In Your Business
2 Ways To Implement Customer Service In Your Business
Benefits Of Using A Vinyl Banner To Promote Your Cause
Benefits Of Using A Vinyl Banner To Promote Your Cause
Outsourcing Directory Submission to a Professional
Outsourcing Directory Submission to a Professional
A Sales Coach Can Increase Performance
A Sales Coach Can Increase Performance

Leave Your Reply

*