The first rule in the art of selling is, stop trying to sell anything. No one can sell anything to anyone. That just does not happen. I am not going to try and sell a fork to a man with a drawer full of forks, that’s not going to work. Top performing sales people are successful because they realize what they are selling and who they need to sell it to. Your product needs to be both desirable and needed my the person you are trying to sell to.
The second rule in the art of selling is, focus on challenges. It is so important to dig into what really makes your prospect tick. It is not about what they are interested in. I am interested in buy a new truck but I have the pain of a low budget and needing to get to work everyday, while I want a new truck I may only need a bicycle.
The third rule in the art of selling is, understanding the upside. It is great to solve your prospects problems. Congratulations you are done your job, but if you do not see the value in what you have done, then your prospect may not see the value that you created either. Be sure to have the prospects do the reasoning to figure out the value you have created for them.
The fourth rule in the art of selling is, make it personal. You should know what is in the deal for your prospect in every sales situation and you should also know what is in it for yourself. It can be said that behind every corporate objective is a personal objective. Knowing what is in it for your prospect can be the most vital information to a sale. If they are in charge of cutting costs and budgeting you are not going to be selling them the Maserati of your products. They need cheap functionality to look good and ensure to their company that they are doing their job.
testacr22
These four rules are so important, and applicable in so many different circumstances. I especially like the one about “digging into challenges”. I think people often times want to sell you what is best or most expensive or what everyone else wants, but they forget that you have certain, individual pain points which they have not addressed. I think addressing these challenges can be so much more effective and rewarding.