You will find there are two (2) essential sales skills for
success in any field. First, remember that people want to buy, and
second find out what they want. People have different wants and needs.
You can say all the right things to the wrong person and strike out,
when the same approach will be very effective on another.
People Like To Buy
Have you ever purchased something you didn't want to buy? It's not very common. If you bought something you didn't want, there's a fair chance you tried to return it later, or cancel the sale.
Most often, people buy because they want to buy. It may sound obvious, but may not feel so obvious if you have been experiencing sales rejection or people telling you they are not interested in your product or service.
People enjoy purchasing something new, whether it is a sandwich, a sailboat, a shirt, car, home, musical instrument or pet. Always remember that you are helping people buy. You cannot very often actually force someone to buy something that they do not want.
The Key to Sales
Your most important sales skill is finding out what people want. People are different in their wants and interests. Not everyone is motivated by prestige, but some are. One of the most important things you can learn in sales is how to ask the right questions that uncover a person's interests. You can do this by asking sincere, open ended questions and then confirming you have understood correctly.
It is very difficult for someone to resist the sincere interest of another person who is really listening to them. Just ask about their work or challenges and most people will open up to you when you are a good listener.
Here's the story of some clients who wound up buying the exact opposite of what they initially thought they wanted. Some real estate home hunters had come to me a number of years ago, asking to see only new homes, but by carefully listening to the answers they gave, I quickly discovered that what they really wanted was freedom from repairs in an old house. Turns out they loved the larger lot size and all the great amenities that could be found for the same price in an established neighborhood, versus the empty lot and lack of drapes in a new home, they wound up becoming very good clients and purchased their first home in one of the oldest areas of the city!
The biggest part of listening is really listening. If you are just collecting points to make a sale, you will do better than if you just launched into your canned pitch, but you will not secure as much new business as you will when you listen to really understand.
Handling Objections
You will discover that when you are assisting people to find what they really want, objections are handled by clarifying points that need more information rather than a battle of wills.
The two essential sales skills for success in any field are understanding that you can help people achieve what they want, and that by using skillful and attentive questioning and listening, you'll be able to uncover the most important aspects for the particular buyer at hand.
Have you ever purchased something you didn't want to buy? It's not very common. If you bought something you didn't want, there's a fair chance you tried to return it later, or cancel the sale.
Most often, people buy because they want to buy. It may sound obvious, but may not feel so obvious if you have been experiencing sales rejection or people telling you they are not interested in your product or service.
People enjoy purchasing something new, whether it is a sandwich, a sailboat, a shirt, car, home, musical instrument or pet. Always remember that you are helping people buy. You cannot very often actually force someone to buy something that they do not want.
The Key to Sales
Your most important sales skill is finding out what people want. People are different in their wants and interests. Not everyone is motivated by prestige, but some are. One of the most important things you can learn in sales is how to ask the right questions that uncover a person's interests. You can do this by asking sincere, open ended questions and then confirming you have understood correctly.
It is very difficult for someone to resist the sincere interest of another person who is really listening to them. Just ask about their work or challenges and most people will open up to you when you are a good listener.
Here's the story of some clients who wound up buying the exact opposite of what they initially thought they wanted. Some real estate home hunters had come to me a number of years ago, asking to see only new homes, but by carefully listening to the answers they gave, I quickly discovered that what they really wanted was freedom from repairs in an old house. Turns out they loved the larger lot size and all the great amenities that could be found for the same price in an established neighborhood, versus the empty lot and lack of drapes in a new home, they wound up becoming very good clients and purchased their first home in one of the oldest areas of the city!
The biggest part of listening is really listening. If you are just collecting points to make a sale, you will do better than if you just launched into your canned pitch, but you will not secure as much new business as you will when you listen to really understand.
Handling Objections
You will discover that when you are assisting people to find what they really want, objections are handled by clarifying points that need more information rather than a battle of wills.
The two essential sales skills for success in any field are understanding that you can help people achieve what they want, and that by using skillful and attentive questioning and listening, you'll be able to uncover the most important aspects for the particular buyer at hand.
Δεν υπάρχουν σχόλια:
Δημοσίευση σχολίου