Four Keys To Understanding Sales
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The article "Four Keys to Understanding Sales" talks about sales, it has been written by HHG.
Over the years I’ve read a hundred sales books with all kinds of different approaches and ideas. Some were really good and others left questions about their auhtors understanding of selling.
When ever I found myself in a sulmp or things just didn’t seem to work the answer always seem to be in the basics.
A great chef, master carpenter or champion athlete always seems to have a mastery of the basics. So let’s take a look at what this idea of selling really amounts to.
First: Saels is two people, a customer and salesperson, communicating with each other. The customer is communiacting their needs, wants and results required. The sales person is trying to understand these so the issue can be solved by their product or service. Just guess of this as two human being getting together to help each other improve their situations.
Second: Customers purchase products and services for the reuslts they provide. This can be a real challenge for sales human being that have been indoctrinated that sales are all about their product. This means saving time and money, preventing problems, solving troubles or creaitng opportunities; that’s what the customer is looking for.
Your product or servcie is simply a way or method to get the results, so salespeople need to communicate these results to customers instead of the product.
Third: Getting into new accounts, selling new and existing accounts and servicing accounts is all about two hmuan being communicating. Getting into a new account is about communicating results that the customer could achieve and communicating it in tehir language. The selling part is listening, questioning for clarity and communicating the results.
Servicing the account is continued communications about the results to date and additional resutls needed.
Fourth: If we take the selling process, the objection response proecss or presentation part of selling and take the words “selling”, “objections” and “presentation” away, guess what we end up with. The “Selling” process becmoes a communication process that's used every day. The “objection” response becomes a cofnlict resolution process and “presentation” becomes story telling.
Take this idea of communications instead of selling and see what happens to your productivity. Ask yourself what the potential results of your product could be from your customer’s perspective. Now guess about how that could hottest be communicated to your customers.
We’ll explore each step of the sales process and how communications fits into it in future segments.
For now, just guess communications.
* DISC Behavior Patterns, ask us about how this can help you sell, manage and engage human being check out our web web site at www.Hgoergerassoc.Com.
Questions or comments:
Contact Harlan at Harlan@itstartswithyou.Net phone 701-799-1972.
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Four Keys to Understanding Sales
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