Successful Selling In A Week

How To Excel In Sales In Seven Simple Steps

Christine Harvey

• Publisher: Teach Yourself
• Year: 2012
• Print ISBN:
  9781473608580
• eBook ISBN:
  9781444159455
• Topic: Business
• Subtopic: Sales
• Index: Business

Selling just got easier
Good salespeople are in great demand. Sales skills are essential in starting any business, and successful selling brings with it career progression, satisfaction and personal growth that are second to none. With this book, you'll learn all the components necessary to become not just a good but a great salesperson. Whether you're new to sales, and want to start out with a bang, or a veteran salesperson who wants to maximize results, Successful Selling In A Week will be a huge asset to you now and in years to come.You'll learn ways to increase the effectiveness of your efforts, save time and energy and get the best results possible, regardless of your field of sales. You'll be able to put together your own system of success, just like the people before you from whom these principles are drawn. Successful selling means using a structured set of systems that all professional high achievers can learn. We will look at each of these steps one day at a time.You may be wondering if your personality is right for sales. You may think that it's important to be a good talker, but it's far more important to be a sincere listener, to be able to ask pertinent questions that uncover buying motives, and then be able to present the features and benefits of your product or service as they match your customer's needs. A person who does all the talking, without the right questioning and listening, will be wasting time and effort. There is, in fact, no one right personality for sales. Most of us can use the skills we've developed over our lifetime, and hone them with the principles of this book to become a top-notch, if not world-class, salesperson. You'll be able to use the techniques in this book to design sales skills that work best for you, your personality and your industry. - Sunday: Jump-start your success formula
- Monday: Develop product and service expertise
- Tuesday: Grasp the buying motives
- Wednesday: Conquer objections: turn them to your advantage
- Thursday: Master successful presentations and closings
- Friday: Create action-provoking systems
- Saturday: Implement motivation and support systems

There is nothing magic about closing a sale. If all the component parts are there, you need only ask a question such as, ‘Does this seem right for you?’ or ‘When would you like to begin?’ Then the business will be more likely to fall into your lap. But what are those all-important component parts?

There are eight component parts to successful sales presentations and closings. Seven of these lead up to asking for the business while building commitment along the way. Your job is to become an expert in each of the eight segments.

You have been practising all the skills involved throughout your life. It’s simply a matter of putting them together in the right order – in a ‘presentation train’.

Today you will build your expertise by learning about the eight parts of the presentation train, which are:

• finding out the corporate buying motive

• finding out the personal buying motive

• showing your product expertise

• understanding competitors’ strengths and weaknesses

• linking needs to benefits

• overcoming objections

• reviewing needs and benefits

• the successful close.

The presentation train

Most of the segments of the presentation train involve asking questions, sincerely and with genuine interest. Some involve presenting facts about your product or service that link to your customer’s needs.

The engine comes first. In successful selling, determining the buying motive drives the content of the presentation. And last comes the caboose, the final car on the train. In selling, that’s where you close your sales. And in the middle will be six wagons, representing the other factors leading to your close.

1 ASK – Find out the customer’s corporate buying motive.

2 ASK – Find out the customer’s personal buying motive.

3 KNOW – Show your product expertise.

4 KNOW – Understand the competition’s strengths and weaknesses.

5 TELL – Make links between needs and benefits.

6 TELL – Overcome objections.

7 REVIEW – Refocus on needs and benefits.

8 ASK – Their decision needs your closing question.

Imagine each part of your presentation process as a separate wagon on a freight train. Each wagon is splendidly painted and filled with jewels.

Imagine that we are the railway inspectors. We walk along the side of the wagons together, sliding open the doors, and we see that each is filled with precious blue, yellow and green jewels. These jewels represent:

• facts

• answers

• links.

The blue jewels represent the facts. The yellow jewels represent the answers we get. The green jewels represent the links between them.

In your sales presentation, when you combine the facts with the answers to your questions, you’ll be able to make critical links. These links will be the green light to your sale.

1 Ask about the corporate buying motive

Let’s have a look inside the engine, which is reserved for the customer’s corporate buying motive. It will be almost empty when we first slide the door open. There will be a few facts here about why most people buy your product or service, but no specific facts about why this customer wants your product.

Assumptions don’t count in sales. But as we ask questions, our engine will fill with more and more facts, more and more jewels to help us link the buying motive to the benefits we have to offer.

The difference between you, a top sales performer, and a mediocre sales performer is that you will ask and ask and ask until your engine is filled with facts and answers. You’ll find out the buying motives of every decision maker and eve...

Table of contents

• Cover 
• Title
• About the Author
• Contents 
• Introduction
• Sunday: Jump-start your success formula
• Monday: Develop product and service expertise
• Tuesday: Grasp the buying motives
• Wednesday: Conquer objections: turn them to your advantage
• Thursday: Master successful presentations and closings
• Friday: Create action-provoking systems
• Saturday: Implement motivation and support systems
• 7 × 7
• Answers
• Copyright