Sales Skills For Non-Salespeople Are Key to Overall Success

Knowing How To Sell Is A Powerful Business AndPresent A Solution
Life Enhancing Skill.During the "probing" step, the top pros want the
We attempt to convince someone aboutprospect to do most of the talking. However, all
something on a daily bases. It may be as simplethat changes when the salesperson starts
as convincing our Dry Cleaner to give us a refund"presenting a solution" to the problem uncovered
or as complex as persuading a bank to give us aduring "probing". Now the salesperson is the one
loan. Imagine the benefit of having an advantagetalking and the focus is on how the prospect will
in situations like these. You'll get that advantagebenefit once they start using the product or
by learning how to sell.service.
Sales skills are not just for salespeople.The salesperson positions the product as the
Non-salespeople should also learn and use salessolution to the uncovered problem. However, it is
skills. It begins with an understanding that the artnot about the product. It's all about benefits. The
of selling is not about manipulation. Selling is abouttop pros sell "the clean floor" and not "the mop".
persuasion and the top sales pros have masteredTrial Close
the process.Once the salesperson presents a solution, the only
Please keep in mind that selling is an art and not athing left to accomplish is to ask for the order.
science. Therefore, nothing succeeds all the time.One of two things may happen at this point. The
However, the top sales pros know how to usesalesperson will either close the sale or get hit
sales strategies to greatly increase the probabilitywith some objections.
of success.Handling Sales Objections
Top salespeople succeed because they'veLets assume the salesperson received an
mastered something called the Sales Process. I'mobjection instead of the order. The top pros are
going to break down the Sales Process so thatwell prepared for objections and know how to
non-salespeople can better understand how thingssuccessfully address them. The techniques they
get sold.use allow them to address objections as simple
Build Rapportrequests for additional information. They never
The top sales pros know that first impressionsview an objection as a rejection and they never
are very important because people buy fromstart debating the prospect.
people they like and trust. Top salespeople knowClosing
how to get their prospects relaxed and how toOnce all objections have been successfully
establish an environment of trust. They begin byaddressed, the salesperson will once again ask for
engaging in some very important, "chit chat" thatthe order. After all, the salesperson...
has nothing to do with their product or service.A) Uncovered a problem
During this conversation, the top reps are wellB) Presented a solution
aware of body language. They maintain eyeC) Addressed all objections
contact, never fold their arms and always keepThe only thing left to do is ask for the order.
their shoulders square and facing their prospect.Obviously, this is a vastly oversimplified outline of
Probinghow to sell something to someone. My goal was
Top salespeople then ask a series of questions into you some understanding of the Sales Process.
an attempt to uncover a need for their productThe top pros spend their careers perfecting the
or a problem they can solve with their product ortechniques required to successfully execute the
service. The questions they ask can never beSales Process.
answered with a "yes" or "no". For example, theyLearning sales skills could be a big benefit to
would never ask if a prospect is satisfied withanyone in any career. The key is to get some
their present advertising agency. Instead, theysales training. If you feel you could benefit from
would ask the prospect to describe theiracquiring the skills of a top sales pro, I
experiences with their present advertising agency.recommend you get your hands on a sales
The salesperson needs to uncover valuabletraining DVD that covers the entire sales process.
information that they will use to create demandHow would your life and career benefit if you
for their product or service. The top sales repspossessed the sales skills of a top sales pro?
listen intensely to every clue the prospect offers.Persuasion techniques are powerful success
The salesperson wants to uncover a reason forbuilding tools and the best place to learn them is
the prospect to buy from them.from the top sales professionals.