What is selling? Simply put, it is the method of helping a person see that your products and/or services are worth more to them than the cost!
How Markets Work
Our market culture is based on the principles of freedom and mutual benefit. Each party to a transaction only enters into it when he or she feels that they will be better off as a result of the transaction than they would be without it.
The Three Options
In this free market, the customer always has three options with any purchase decision.
Convincing the Customer
For the customer to buy any product or service, he or she must be convinced that it is not only the best choice available but they must also be persuaded that there is no better way for him to spend the equivalent amount of money. Your job as a salesperson/business owner is to convince the customer that all these conditions exist and then to elicit a commitment from them to take action on your offer.
Customize Your Sales Presentation
In a way; selling methodologies are merely responses to customer requirements. At one time, customers were relatively unsophisticated and poorly informed about their choices. With today’s informed prospect base, Salespeople must cater to this customer with carefully planned and memorized sales presentations that not only feel natural, but look it also! The presentation needs to have loads of enthusiasm and most of all, needs to be HONEST!
Treat Them With Respect
But the customer of the 1950s has matured into the customer of the 21st century. Customers are now more intelligent and knowledgeable than ever before. They are experienced buyers and they have interacted with hundreds of salespeople. They are extremely sophisticated and aware of the incredible variety of products and services that are available to them, as well as their relative strengths and weaknesses of those products. Many of them are smarter and better educated than most salespeople and they are far more careful about making a buying decision of any kind. Treat them with respect! If you don’t, the next will!
The Need For Speed
In addition, they are overwhelmed with work and under-supplied with time. Because of the rapidly increasing pace of change, down-sizing, restructuring and the competitive pressures surrounding them, customers today are harried and hassled. They are swamped with responsibilities, impatient, suspicious, critical, demanding, and spoiled. To sell to today's customer requires a higher caliber of sales professional than has ever before been required. And it is only going to become tougher and more complicated in the months and years ahead. Stay ahead of the game, CHANGE is good!
Action Exercises
Here are two things you can do NOW to put these ideas into action.
First, think persistently about how you can convince your customer that your product or service is the very best available. Why do they buy, or refuse to buy?
Second, upgrade your knowledge and skills every day so you can sell more effectively. Remember, your customers only get better when you get better!
How Markets Work
Our market culture is based on the principles of freedom and mutual benefit. Each party to a transaction only enters into it when he or she feels that they will be better off as a result of the transaction than they would be without it.
The Three Options
In this free market, the customer always has three options with any purchase decision.
- The customer can buy your product or service.
- The customer can buy the product or service from someone else.
- The customer can decide to buy nothing at all.
Convincing the Customer
For the customer to buy any product or service, he or she must be convinced that it is not only the best choice available but they must also be persuaded that there is no better way for him to spend the equivalent amount of money. Your job as a salesperson/business owner is to convince the customer that all these conditions exist and then to elicit a commitment from them to take action on your offer.
Customize Your Sales Presentation
In a way; selling methodologies are merely responses to customer requirements. At one time, customers were relatively unsophisticated and poorly informed about their choices. With today’s informed prospect base, Salespeople must cater to this customer with carefully planned and memorized sales presentations that not only feel natural, but look it also! The presentation needs to have loads of enthusiasm and most of all, needs to be HONEST!
Treat Them With Respect
But the customer of the 1950s has matured into the customer of the 21st century. Customers are now more intelligent and knowledgeable than ever before. They are experienced buyers and they have interacted with hundreds of salespeople. They are extremely sophisticated and aware of the incredible variety of products and services that are available to them, as well as their relative strengths and weaknesses of those products. Many of them are smarter and better educated than most salespeople and they are far more careful about making a buying decision of any kind. Treat them with respect! If you don’t, the next will!
The Need For Speed
In addition, they are overwhelmed with work and under-supplied with time. Because of the rapidly increasing pace of change, down-sizing, restructuring and the competitive pressures surrounding them, customers today are harried and hassled. They are swamped with responsibilities, impatient, suspicious, critical, demanding, and spoiled. To sell to today's customer requires a higher caliber of sales professional than has ever before been required. And it is only going to become tougher and more complicated in the months and years ahead. Stay ahead of the game, CHANGE is good!
Action Exercises
Here are two things you can do NOW to put these ideas into action.
First, think persistently about how you can convince your customer that your product or service is the very best available. Why do they buy, or refuse to buy?
Second, upgrade your knowledge and skills every day so you can sell more effectively. Remember, your customers only get better when you get better!
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