How to Succeed in Sales
To keep sales happening, you must communicate how your products and services satisfy your customers' needs better than any alternative. To do this effectively, you must fully understand your customers' needs and use sales techniques that build value for your unique advantages.
The best sales trick is no trick at all. The secret lies in selling the advantages of your product or service to make your company stand out above the rest.
A basic rule is that you should never say anything if you can find a way to ask it instead. Three types of questions.
People remember only 30% of what they see, 20% of what they hear, and 10% of what they read --- but they remember 70% of what they both see and hear.
"Frequently, it is the energy, enthusiasm and creativity with which the product is presented that accelerates the prospect's interest."
--- Dave Yoho.
Experts say that as soon as we put our visions and goals in writing, we have not only tripled our commitment to the goals but also simultaneously tripled the probability of achieving them.
Selling is, in its purest form, a passionate and persuasive method of communication.
Making a sale is only 25% of the salesperson's job. The real test is repeat business and referrals.
Follow-up is where most salespeople drop the ball. The more the prospect hears from us --- in a low-key, non-threatening manner --- the more he or she trusts us. If the salesperson can set himself or herself apart from the competition by doing little things the prospect appreciates, the relationship will eventually be built.
If your product or service doesn't satisfy their needs better than a comparable one with a lower price, they will choose based on price. However, if your customers believe your offering satisfies them best, they'll happily pay your premium price.