Rob here again with another question to ponder…
What is the Secret to selling?
I’m assuming that we don’t want to be considered “used car salesman”? Instead we want to be considered one of the good guys. And the good guys are the ones judged by their customers to have the customer’s best interest at heart when we work to sell them.
As “good” salepeople, the end result is that we must learn enough about the prospect’s situation to make a diagnosis that some item or service will improve their condition in some measurable way. And in the end, this item or service must be worth more than the money that they pay us. My motto…
“It’s win-win- I sell you a thing, you give me money, we both come out better from the exchange”
So, we need to find this “win-win” exchange situation…
Sales is a process of…
1. asking the right questions,
2. finding the important (and fixable) problems,
3. prescribing your solutions, (and being honest if you don’t have one for them)
4. verifying the “value” (or payback/ROI for big things)
5. working out the details of the order.
Even if the prospect trusts you completely, and will act on whatever advice you give, a “good” salesperson still needs to do each of these steps in order.
Note: If the sale is made with only copy (in a letter or on a website), then you need to know the market well enough to already know their big problems, and you start your copy by describing and agitating the problem. Then, you proceed to offer your solution, and those prospects who identify with these problems and your solution will self-select themselves to become your customers.
After you have “sold” yourself on the perfect solution, then sales becomes a task of convincing the prospect that what you are saying is true and applicable to their situation. So, I see a good salesperson as being someone who can analyze problems and develop justifiable solutions, and then to convince the prospect that they are telling them the truth.
Rob
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Hi Rob,
Indeed, a great Sales Secret for success – be one of the good guys!
I also find that being involved even if it is only in the hand off to Professional Services or Account Management for the IMPLEMENTATION is an essential part of the relationship, don’t you think? I’m sure you’ll talk more about that in a future post. Can’t put EVERYthing all in 1 post, lol!
As a coach – implementation is essential. Like the idea of consultative selling. And – totally laughing now – when it comes to High Tech software sales (ah, Sales Director from Silicon Valley background….) implementation TOTALLY matters to actually realize the ROI. Like taking the order, so is implementation.
Happy Dating and Relationships,
April Braswell
Single Baby Boomer Dating Success Expert
Your post makes sense because I know I am turned off in a matter of seconds (a talent my husband like to point out I have), expecially if I think the person is full of it.
I see you’ll be in NJ in October. looking forward to meeting you!
Jen
The Harwood Center – Tinnitus, Chronic Illness, Fears, and Anxiety
Great points on the sales process. A key is linking the sales process to the buying process, one you have that, and the value of your product exceeds the price you have a sale, resulting in a happy repeatable consumer.
Robert Martin
http://www.carbuyinghq.com
Your blog is a win-win!
Greg Dougall, http://www.gregdougall.com
For me, the secret of a good salesman is all of the above…absolutely…and also MUST deliver on the promises made (not always under the direct control of the salesperson but definitely their responsibility) and also MUST be responsible for collecting payment from the customer (a trait many salespeople seem to find distasteful, but is nevertheless the sign of a true professional).
Interesting and thought provoking blog.
http://www.martin-wright.com
Good Rob!
Your statement about wanting to be the good guy, rather than a car salesman, grabbed my attention.
Very good, pertinent, and applicable info! Thanks.
Bert (alter ego- Mister P)
MisterP.org
BusinessAndMarketingMakeover.com/blog
Because Nobody Does It Alone.
The secret of sales is so simple. Often I feel left out of the sales process (I’d say it was a cultural thing but I know better – it’s just ignorance). When I experience great service (it always includes the points made above) I remember years afterwards. That is a huge benefit to the businesses involved. Keep up the good work.
Keri Eagan
Anything Alternative
This is a great summary of the sales process.
I really enjoy the attention to detail you bring to the sales process.
I love your view of the win – win situation! “I sell you a thing, you give me money…” hahaha Love that!
Lisa McLellan
Babysitting Services – Babysitters and Nannies
Rob,
A great overview of the sales process. I’m so convienced that you should also love your product or see the value of it.
It is all win-win.
Lynn Lane
http://www.Warriorofsuccess.com
so many things going on during a sales process – high touch, low touch – all seem to take different approaches, but yes, be the good guy . . . how to do it all?
Cleanse from the inside out, Katie
I like the emphasis on fixable problem. It’s important to know what to listen for.
2. finding the important (and fixable) problems,
Jose Escalnate
http://www.JoseEscalante.com
Interesting note about agitating the problem in a sales letter. Where do you draw the line so you avoid being “used car salemany?”
Expanding spheres of influence, Kate
The word “Secret” always attracts attention.
Good tips, Rob!
John Ho
Numerology Expert Birthday Numeroscope
P.S. Secrets changes its nature once given out
I agree with the win-win philosophy.
Pushy sales people have always turned me off.
Appreciate the tips!
James Mason
BusinessAndMarketingMakeover.com/blog
Agreed. Great salespeople identify our problem and frame their product as the solution to that problem. I’ve only met a few (maybe 2 or 3) outstanding salespeople.
Health, Fitness for Working People — Darryl Pace
Doing what is right by the customer is the one key secret ingredient to long term sales success.
Steve Chambers
Business to Business Sales Trainer