My dear buddies,
I wish the New Year 2022 brings you Peace, Prosperity and Happiness.
The readers have checked, read and appreciated the topic we shared yesterday, namely,
Polish Your Body Language So You Can Sell More — At Least 2X
If you have any question on that topic, I would encourage you to ask me. Postponing for tomorrow what you can ask today gives you off as a procrastinator. In sales there is no ‘tomorrow’ means zero. This is a crime in selling. That’s all for today over our activities that we did yesterday.
Moving forward, let’s see how we as a salesperson can help customers buy our products or services.
Let’s hit the ground running.
Join me…we will jointly cross the golden gate of sales
Imagine a row of stalls on a road somewhere in a town. The stalls are located side-by-side on both sides of the road. Some people are simply moving from one shop to another, one place to another, while some have come to buy an item or two.
The shopkeepers use all sorts of pampering, tricks, schemes, and strategies to get the attention of the passersby and draw them to their stall rather than to their competitors as if to help visitors to buy only from him.
Each sales person is busy trying to convince the likely buyers or in other words prospective customers that he has the best product compared to all those shops around him and that it would be a serious mistake to buy from anybody else.
The buyer has to be convinced that what he is giving up is hardly anything in exchange for the value that he is getting in return when purchasing the product.
Every business person, whether on a narrow street or operating from an air-conditioned building has to convince the buyer that his product is the best and that the buyer would be missing out on a handsome deal by shying away from this buying this product.
As a salesperson, your primary object is to convince the buyer that he will get more value than he is being asked to forego.
In recent times, people have been mastering the art and science of selling products and services to those who may or may not need them. This sort of refinement makes ordinary salesperson into an extraordinary one. This is akin to selling refrigerators in Antarctica.
Sellers must keep the problems this type of sales would create for after-sales service agents because customers would feel cheated; and in the process bringing company bad name. No company or salesperson would want that.
The methods that businesses use to sell their goods have changed down through the millennia, but the principles are still the same nonetheless.
For an item to be sold, the buyer must be convinced that he will benefit by making the purchase.
The buyer has to believe that what he is giving up (money) in exchange is much less than what he is getting in return.
For an example, a person who walks into a restaurant values the meal more than the dollars that the meal will cost.
If the buyer doesn’t perceive that he is getting more than he’s giving up, there will be no transaction (No sell, no purchase).
Over the last few decades, the world has moved ahead and has started accepting newer means of promoting and selling goods and services.
The rise and exponential growth of Internet has created a means of selling which essentially is called online selling.
Here the sellers and customers don’t face one another. The sales discussion and convincing, commonly known as online selling, takes place through the use of email over the Internet and phone.
Online selling is relatively new with all businesses, and like everything new, there exists unique strengths and weaknesses that are not there with physical store selling.
One of the biggest complaints about online sellers is that the majority of salespersons seem to think only about their product and in closing the sale.
It’s easy for some online sellers to feel they can hide behind the counter as if it were there because they do not face to face with the buyer such as in a retail shop.
Buyers likewise also feel less secure because they can’t see the seller face-to-face, and they usually cannot visit the store in person and reassure themselves of the preciseness or accuracy of the presentation being made.
Due to this faceless kind of selling, many sellers really care less about the customer; instead they value only about the amount of dollars the customer can bring into their bank account.
That’s the danger of dubious reputation awaiting sellers — the bad reviews arising out of damaging action of a few. No amount of damage control by social media managers will douse the fire of hurt customers.
As for genuine sellers, they really do want to do the right thing, and they are aware of the need to provide honest value to their customers.
The honest salesperson always desires is to provide significant value to the buyer at a fair price, but due to language or technical issues they sometimes find it almost impossible to communicate that value to the prospect/potential customer.
Their heart is in the right place, but they have difficulty reaching out and convincing the buyer that they’re different from the dishonest group (but without clearly saying so or without identifying what is meant by ‘dishonest’ group.
Truth be told, no business can succeed without the seller succeeding in convincing a buyer to pay for his product.
To recapture the essential selling point, you will have to develop the art of convincing people that your product is what they actually need if you want to succeed in selling the item.
Buyers also search the Internet for more information. People look for reviews on the internet. There are review sites, product review sites who publish customers’ review about a product/service.
If you are using the Internet to reach far and wide, you have to provide concrete and precise information that could be understood in a very short time. Why?
Because the people searching the Internet today have the attention span of a child, just a few seconds.. They will quickly move away from your website if they don’t get what they are looking for in the first place. So take care to draw and then retain their attention.
To repeat, sellers must make all efforts to hold the attention of potential buyers and convince them that the products they are selling can really solve their problems and can do it better and cheaper than anyone else’s product can.
You need to be convinced on your part that what you are selling simply must be really good, and you must be able to communicate that. You must be able to convince the buyer that what he giving up in return is less than the value he’s getting by making a purchase.
Remember, it’s your job to create the need, or at least to highlight its utility, so that you are standing with your product or service in readiness in supply mode just as soon as the buyer is convinced of his need.
That’s all for today!
If anything is not clear, do not wait a second. Write to me immediately asking for clarification.
P.S. Please respect my time and support my effort. I am ready to take you past the Golden Gate. You can become a master seller.