"You
will get all you want in life if you help enough other people get what they
want." Zig Ziglar
I know what you're thinking, there's an "Art and
Science" to selling? "YES", there is...When you hear the word
"Selling", it often suggests that someone is trying to get you to buy
something you're not sure or think you want. The fact of the matter is that
everyone sells in one way or another. That's why I want to share "The Art
and Science of Selling" with you. It's as simple as "A, B, C".
It begins with the right mindset, followed by a big heart to help others and
last but not least, a lot of ambition to follow through with your promises.
People in the sales profession have a product or service and
understand the profound impact it has on the economy, people and our lifestyle.
Believe it or not, sales can influence our future and sometimes heal the past.
Imagine when an insurance agent delivers a life insurance check to the family
having just lost their mother or father. Or the family has a loved one who
requires care in a nursing home. The risk has been transferred to the insurance
company to pay the expenses. These are a few examples of why I feel selling is
the most amazing profession in the world!
A few statistics quoted from Zig Zigler, one of the greatest
sales people of our time, shared that:
- There
are more sales people who are millionaires than doctors
- In
the first year of your business, successful sales people earn between
$20,000-$30,000 or more
- Charles
Schwab was a master salesman, earning over $100,000 in his first year
There are many myths about sales people and the negatives. I'd
like to share a couple of them with you.
Myth #1 - To sell, you
must be an extrovert/outgoing and can talk about anything.
Actually, it's been found that introverted people outsell the
extroverts. They connect with the client, know their information, tend to be
better organized and detailed, and find what the customer needs.
Myth #2 - You are who
you are and cannot change.
Not true, with anything, you can learn a subject, trade or
technique. Apply an optimistic and positive approach and people can adapt.
A survey was taken at the Forum Corp. in Boston, Massachusetts
regarding sales:
341 Sales People were surveyed
173 were Top producers
168 were Average producers
They all had 5 years minimum experience
They came from 11 different companies and 5
different industries: petrochemical, banking, life insurance, real estate and 1
other;
They all had the same sales skills to get the
prospect, set the appointment, demonstrate the features and benefits, close the
sale, and handle the objections. The dramatic difference was "trust".
The top producers understood that it wasn't about selling to the
customer, but instead, building "trust".
"Selling
is essentially a transfer of feelings" Zig Zigler
Take a look at these
four (4) important circles which represent a successful sales dynamic for the
entrepreneur, supported from the center by Leadership because as an
entrepreneur, you're also a leader. Take a look at how "The Art and
Science of Selling" is explained below.
The "Art" of Sales
1. Culture -
establish the culture, understand why people behave and act the way they do and
make good choices. Culture is a mannerism of the entrepreneur/sales
professional. Whether you're in an organization or one or two individuals in
business, it's important that you have a good work ethic, clear vision,
positive attitude and uphold strong core values to have a winning culture.
2. Marketing -
is made up of three components:
- BRAND - A very important area
that will build both you and the company's reputation in the market. What
are you doing to brand yourself? Here is a quote about branding yourself:
"It is not your customer's job to remember you. It is your obligation
and responsibility to make sure they don't have the chance to forget
you." - Patricia Fripp
- CUSTOMER SERVICE - "Good"
is no longer acceptable. People are looking for "Excellent"
customer service.
- CLEAR PLANS - Successful sales
entrepreneurs have at least three different prospecting plans designed to
assist and help them with more clients and better customer service.
The "Science" of Sales
3. Product Knowledge -
Successful sales individuals know the features and benefits. They are willing
to invest the time needed to learn, and go the extra mile to become an expert.
Product knowledge is important to provide the features and benefits that will
help the customer.
4. Sales System -
No matter how much you know or how good you are with the product or service, it
will not sell itself. The sales system is a process.
- Warm
up/build the relationship
- Ask
questions /identify the needs
- Present
the product/service
- Show
the benefits
- Close
and actively listen to any objectives
- Warm
down - continue to build the relationship and get referrals
As a sales professional, you must stay laser focused and
overcome any distractions that will interfere with your business. You are
responsible for the outcome and management of your success.
"You can provide information to others and be a great
educator, but information only won't sell the product or service, that's why we
need the entrepreneurs"
Now that you see where you're standing, take a moment and rate
yourself. Use the diagram above and rate each circle on a scale of 1-10. If you
score at least a "7" in each of the four areas, or are willing to
invest in the areas that need help, you have a good chance to succeed in the
sales profession.
If you've thought about it but are teetering on the edge of
whether to become a sales person as an entrepreneur, feel free to contact me
directly. I will help you take your career to a new level with coaching and
mentoring you on "The Art and Science of Selling", so you can live
your dream life like millions of people out there. Create the well-deserved balance
in your life and in your business.
"The Art and Science of Selling" - build your success!
"A
good entrepreneur knows how to communicate, connect and coach the client to
make the right buying decision"
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