i would like to improve my sales. i want to know how this is acquired.
improving your sales results is like eating an elephant, you do it one bite at a time.
Start with your attitude. Make sure your reason for selling is to be of service to your prospects.
This will help you come across as sincere and get rid of most,if not all, of your call reluctance.
Then, know your product or service inside out.
Go out on each sales call with an intention in mind.
Learn how to build sales rapport
Lean about Overcoming Sales Objections,
especially the ones that come up in your market.
At the start of each sales call build rapport as you ask questions aimed at finding out your customers wants and needs.
(When you get better at this you can also insert some questions to get to know your prospect better).
When you know exactly what your prospect wants decide whether your offering can deliver that.
If so, tailor your comments and questions to discover with the prospect how what you are offering will satisfy what they want.
Build the case for your offer. Increase the value. (Implications and Needs Payoff from SPIN Selling)
Ask for the order (or the next step in your sales process).
Deal with any objections.
Rinse and repeat, refining what you do by reviewing each and every sales call so you can get better.
Remember sales is the easiest job in the world if you work it hard and the hardest job in the world if you try to work it easy.
Hope this helps, Greg
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