Saturday, May 3, 2008

Project 1 - The Effective Salesperson - Telling is not Selling (Role Play)

AC - Persuasive Speaking (Project 1)
The Effective Salesperson
Apri 25, 2008
How many of you are interested in doing sales? How many of you want to be a successful sales person? Today, I'm going to share with you a simple technique that you can use to be a successful sales man or woman.
What differentiates a successful sales person from an ordinary sales person? The successful sales person knows how to take money from your pocket and put it in their pocket and still makes you feel happy about it.
Now, how do you become a successful sales person? Who makes you successful in the sales process? Your customer.... When would your customer make you successful... when you understand your customer's needs and satisfy them! Simply put, you should make them happy!
Ask a lot of open-ended questions to understand your customer's needs. Don't ever begin the sales process by giving an hour-long lecture about you, your company and your product. Your customer is least interested about who you are and what your company does. Your customer wants you to understand their problems and pain factors and provide them a solution. So, spend a lot of time in understanding your customer's needs. Then, tell them how your product can solve their problems. Give them the different options.
At the end, share the pricing information. Most sales people, rush to talk about the pricing in advance. Do not talk about pricing until you've understood the customer's needs and until you've explained about your product's functions and capabilities.
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