SUCCESSFUL SELLING (Pt. 4) BRIAN TRACY

Segment your customers and focus. SUCESSFUL SELLING… Segment your customers and focus.

SUCCESSFUL SELLING… Segment your customers and focus on those who can benefit the most, immediately, from what you are selling

SUCCESSFUL SELLING… Identify and emphasise the non-price factors of your product or service that will determine the sale. Demonstrate that your product is the best choice for your customer, not the lowest price. Analyse your customer’s situation clearly before you suggest your product or service.

SUCCESSFUL SELLING… Position yourself as a profit improvement specialist when selling to businesses. Be willing to invest your time and energy to win a large customer or large sale. Nothing ventured, nothing gained. Treat everyone you meet like a million dollar customer; you never can tell.

SUCCESSFUL SELLING… Look for the gab between where your customer is today and where he could be with your products. Make intangible benefit tangible by showing the financial impart your product or service can have. Determine how much you want to earn per hour and never to do anything that pays less than your desired hourly rate.

SUCCESSFUL SELLING… End every sales conversation with an advance to the next stage of the sale. Use consultative selling approach. Ask more questions when you sell a high-tech product to low-tech customer. Plan carefully; the more detailed your plans, the more likely your success.

SUCCESSFUL SELLING… Take time to think carefully before replying to your customers comments. Leave nothing to chance in the sales process. The devil is in the details. Everything counts. First impressions are lasting; give special thought to your dress, your grooming and your accessories.

SUCCESSFUL SELLING… Take charge of your cover; the best way to predict your sales future is to create it. Concentrate on the activities of prospecting, presenting and following up; the sales will take care of themselves. Prepare thoroughly; have everything you need to sell before you go out on a call.

SUCCESSFUL SELLING… Make out a dream list of everything you could want to be, have or do if you had no limitations. Use your time well; make every minute count. List 20 things you are going to do in the next 30 days to fast-start your sales career. Then take action on at least one of them.

SUCCESSFUL SELLING… Think positively; you always perform on the outside based on how you think on the inside. Develop and maintain momentum by working continuously towards your sales goals everyday. Create images of success everyday and affluence and visualise them repeatedly.

SUCCESSFUL SELLING… Control your suggestive environment; only allow positive messages to reach your subconscious mind. Form your own mastermind group of other successful sales professionals. Structure your selling process so that each stage either answers a question or solves a problem of the customer.

SUCCESSFUL SELLING… Be prepared to make multiple calls.

SUCCESSFUL SELLING… Be prepared to make multiple calls on multiple decision-makers to make major sales. There are no shortcuts.

SUCCESSFUL SELLING… Set standards of every excellent performance for every key skills you need to succeed. Don’t waste valuable selling time with people who are negative or uninterested in your offer. Do as much research on the client as you can prior to first meeting. This is very impressive.

SUCCESSFUL SELLING… Help the customer determine his buying criteria. On what basis will the decision be made? Keep asking yourself, ‘What is the most valuable use of my time right now?’ Compare your product continually with those of higher price or lower quality.

SUCCESSFUL SELLING… Use your time wisely; it is your most precious resource and the only thing you really have to sell. Apply the ‘magic of selling’ in every sale relationship; listening builds trust. Lean forward, nod, smile and agree; become fully engaged in the sales conversation.

SUCCESSFUL SELLING… Sell the future benefit and the enjoyment of your product or service; this arouse both anticipation and desire. Never give in to the temptation to clear up small things first. Decide how you want your customers to think about you and talk about you when you are not there. Then act accordingly.

SUCCESSFUL SELLING… Identify your key result areas; those areas where successful outputs are necessary . Aim for maximum return on selling time; every minute spent in planning saves 10 minutes in execution, a 1,000 per cent returns. Practice single-handling with every task; once you start, stay with the job until it’s complete.

SUCCESSFUL SELLING… ‘Act as if’ you were already the person you want most to be. Be the best. Work at least as hard on yourself as you do on your job. Aim for meaningful differentiation by emphasising your ‘unique selling proposition’ continually.

SUCCESSFUL SELLING… Invest in yourself; continuous learning is the minimum requirement for success in selling. Achieve mega-credibility by backing your products and services with guarantee and assurances. Approach sales as a profession, with a specific methodology and process. You will get out of it what you put into it.

SUCCESSFUL SELLING… Continual review enables you to analyse every part of your sales activities and make a point to improve each one. Focus on demonstrating suitability and appropriateness rather than high quality or low price. See yourself as the president of your own personal sales corporation. Introduce a total quality programme for everything you do.

Move quickly and continuously. SUCCESSFUL SELLING… Move quickly and continuously.

SUCCESSFUL SELLING… Move quickly and continuously. Increase your likelihood of success by increasing the number of you activities.

SUCCESSFUL SELLING… Just think. You can learn everything you need to achieve any goal you set for yourself. There are no limits. Be prepared to ride the cycles and trends of life; success is never permanent and failure is never final. Achieve financial independence by becoming very good in selling, earning good money and then by holding on to the money.

SUCCESSFUL SELLING… Pay yourself first; put aside 10 per cent of every pay check and resolve to never spent it, for any reason. Pay attention to the details in selling. Everything counts. Think like a psychologist; customers decide emotionally and justified logically.

SUCCESSFUL SELLING… Identify the deep, emotional needs in your customers that cause them to buy your products or services. Use low-pressure, no-pressuring selling techniques to relax your customer built trust. Use strong opening statements to arouse the curiosity and arrest attention.

SUCCESSFUL SELLING… Never argue about price; always look for the reasons behind price objections. Set priorities on your times and always concentrate on high-value task. Decide to increase your sales by 26 per cent per year; that’s only ½ per cent per week, 2 per cent per month. Anyone can do that.

Break the preoccupation of the prospect. SUCCESSFUL SELLING… Break the preoccupation of the prospect.

SUCCESSFUL SELLING… Break the preoccupation of the prospect by asking a good question aimed at the result or benefit of your product.

SUCCESSFUL SELLING… Ask two questions after every call: ‘what did I do right?’ and ‘would I do different?’ Expect the best. Always look for the good in every situation. Ask yourself, ‘Is what I am looking right now leading to sale?’

SUCCESSFUL SELLING… Close the sale by saying, ‘…and I’ll take care of all the details.’ Always think about the second and the third sale while you are working on the first sale. Tell the customer two or three things about your company of which you are really proud.

SUCCESSFUL SELLING… Always speak positively about your customers’ current suppliers. Your success in selling will be in direct proportion to what you do after you do what you are expected to do.