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Seven Steps To Effective Selling

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Nothing happens until somebody sells something. RED MOTLEY

What are you selling? Do you believe you are selling? You don`t? oh…. The thing is…you are selling something. If you ever tried to persuade someone to act or think in a particular way, you are selling. What is selling without persuasion?

In this post, I will be sharing with you what I learnt from Brian Tracy’s Book, ‘Speak to win.’ What’s the usefulness of reading when I can’t share with others? I might as well not read at all. Are you eager to know how you can be persuasive? Have you been having NO from your customers? Sit and peruse these seven steps to effective selling carefully.

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Brian Tracy said, “Everyone is in the business of selling. The only question is, how good are you at it? Most people are terrified of selling because of the high potential for rejection and failure involved with trying to get someone to buy something.”

In selling a product, an idea, what is important is persuasion. And for you to be persuasive, there is one quality you must possess. The quality is, credibility. It is when people believe in you that they will buy into your idea, line of thinking or buy your product. Everything is affected by credibility.

According to him, the process of selling to a person or group of people consist of seven steps. And am going to make them as short as possible. Whenever you are trying to persuade or speak to an audience(s) about your product, keep these steps in mind.

1. Prospecting: Prospecting—finding people who can and will buy your product or service within a reasonable period of time. Prospecting begins with you determining exactly who your ideal customer is. What is his or her age, occupation, education, position, and previous experience with what you are selling? Before you sell, you must become absolutely clear about the customer you are attempting to persuade.

There are four things to look for in your prospect for you to able to persuade him or her to purchase what you are selling.

a). Pain: The prospect must have a pain that has not been alleviated. The prospect must have a felt dissatisfaction or have an area of discomfort that is bothering him or making him unhappy. Brian Tracy adviced that, “Before you begin selling, you should identify exactly what pain an ideal prospect would have that your product or service can take away.”

b). Problem: Your prospect must have a problem that has not been solved. Sometimes, this problem is clear to the prospect. Sometimes it is unclear. And in some cases, it can be nonexistent. But in any case, you must define the problem that your product or service solves in a cost-effective way.

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c). Need: Your prospect must have a need that has not yet been satisfied. She wants some sort of improvement in her life that your product can deliver. What is the need that your product or service fulfills?

d). Goal: Your prospect must have a goal that he has not yet achieved. Your job is to determine what goal or improvement your product or service enables your prospect to achieve in a timely and cost-effective way.

2. Rapport and Trust: You establish rapport by asking good questions about what the prospect is doing now in his or her personal and business life, and then listening intently to the answers. You establish trust and gain influence by explaining how your product or service has helped other people in the same situation as the prospect or member of your audience. While building your trust and estalishing rapport, learn to listen intently. The more you listen, the more your prospect likes you.

According to Tracy, the answer a purchaser gave to who a worst salespeople are was, The worst salespeople come in here and talk and talk about their products and services, never ask me any questions, and dont listen to me when I try to tell them what I need.”
Telling is not selling. It is only when you are asking questions that you are selling. It takes no intelligence to blather on about your product or service.

Theodore Leavitt of the Harvard Business School once said, All selling in the twenty-first century will be relationship selling. What this means is that the quality of the relationship that you establish with the customer or audience is the most critical factor in determining how influential and persuasive you are. Thats because emotions distort valuations. The more a person likes you and trusts you, the better he perceives your product or service to be.

3. Identifying Needs Accurately: The second step will get you up to bat in the sales conversation. But it is only when you and the customer agree that the customer has a genuine and immediate need that your product or service can satisfy that the customer becomes interested in your product, service, or idea. Never assume. Even if many of your customers have the same need, never assume that a particular customer has exactly the same need as other people you have spoken to. How do you identify needs? Use doctor selling approach! That is, examine, diagnose and then prescribe.

You first need to examine your prospect, during rapport and building trust, to identify his pain, problem, needs or goals (diagnosis), then, can you present your products (prescription). If you do the opposite, you will successfully kill your prospect`s interests.

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4. Presentation: At this stage, you present your product or service in a persuasive way as the ideal choice for this customer, all things considered. Your product or service does not have to be perfect. It simply has to be the best choice at this moment to enable the customer to solve his problem or achieve his goal. A good presentation repeats the information discovered when you were identifying needs and then shows the prospect, step by step, how the problem can be solved or the goal achieved with your product or service. Presentation is the act of showing the customer that your product or service is the ideal choice to solve the problem or take away the pain.

Brian Tracy adviced that, “During your presentation, as you present each feature and benefit of your solution, ask the customer if each of these makes sense to him. Good salespeople ask for feedback at every stage of the presentation. Poor salespeople race through the presentation, talking only about their features and benefits, and at the end they say, Well, what do you think?

When you don’t give your prospective customer enough time to process the information you are presenting, he will have no choice but to say something like, Well, it looks pretty good, let me think it over. He remains unconvinced. The words I want to think it over or Let me think about it, are customer-speak for Goodbye, forever.

5. Answering Objections: The fifth steps of selling is to answer the prospects questions, concerns, or objections. There are no sales without objections. Because of the wide range of experience that a prospect has had in the past, the prospect will almost always ask you a series of questions about price, terms, conditions, quality, competitive offerings, appropriateness, and utility.

You will do well by carefully thinking your objection through during your preparation for the presentation. When the customer brings up the objection, the acknowledge the objection, compliments the customer for bringing it up, and then explains how that objection is easily dealt with and why it is not a reason not to proceed.

6. Closing the sale: You close the sale by asking the customer to make a buying decision now. In selling, your ultimate success will be largely determined by your ability to help the customer overcome any hesitation or doubt and make a firm buying decision.

As Brian put it, “the simplest way to close any sale is to ask, Do you have any questions or concerns that I havent covered? When the prospect says, No, you then use the Invitational Close to elicit a buying decision. You say, Well then, why dont you give it a try? If you are selling services, you would say, Well then, why dont you give us a try? If you are selling a hard product—an automobile, furniture, or even a house—you would first say, How do you like this, so far? When the customer says, It looks pretty good, you say, Well then, why dont you take it? Or, Why dont you buy it?

Another closing technique is the Directive Close. With the directive close, you again ask, Do you have any questions or concerns that I havent covered? When the customer says no, you assume the customer has said yes, and then say, Well then, the next step is . . . and you describe the plan of action to purchase and take possession of the
product or service you are selling.

Don’t take rejection personal. Let it serve as a way to learn more of selling skills. Remember, when your customers says they’ll think aboutit, they are stylishly telling you goodbye.

7. Resales and Referrals: The seventh step in selling is to get resales and referrals from your satisfied customers. To achieve this goal, you must take good care of your customers after the sale, especially immediately after they have made a buying decision.

Don’t expect a customer you treated badly to come back or refer someone to you!

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Preventing Buyers Remorse: It is right after the customer has decided to buy that she is most likely to experience buyers remorse and change her mind. You must be prepared for this. Be absolutely determined that the customer is so satisfied with not only the product, but the service and the way the product is delivered and installed, that the customer will buy again and recommend his friends. Because, It is 10 times easier to make a resale to a satisfied customer than to make a brand-new sale to someone who has never bought before. This is because you have already established a high level of credibility with the already satisfied customer.

SUMMARY
In selling, there are some steps to be considered and mastered. They are; Prospecting, Rapport and trust, Identifying needs, Presentation, Answering objections, Closing sale and Resales and Referrals.

Don`t be in a hurry to make huge sales in one outing, it takes time. You just have to keep doing it and enjoy the process. Don`t take rejection personal. If NO is what you get from one prospect, keep trying and don’t relent until you make your sale.

Credit: Brian Tracy (Speak To Win)

Image: Google


Do you like this article? Then drop a comment below, and endeavor to share with loved ones. Click here to DOWNLOAD the PDF version


Copyright © 2018. Obembe S.D (SirPhren)

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I am Obembe, Sunday Dapo (SirPhren). I am the owner of this EMPIRE. I am professionally a Registered Nurse and Passionately a Blogger. I love motivating people, reading and sharing whatever I know. We need to be constantly motivated to be able to push through whatever we want to do. I am also into Blog Designing. "Look within, the secret is inside you." To get through to me, am an email/ WhatsApp away. Am happy to have you around! Let's rock it together!

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2 Comments

  1. OLUWATOSIN

    January 11, 2018 at 9:12 am

    You’re going places boss,keep up the pace

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BOOKS

What Makes The GREAT Great?

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Yeah, what makes the great great? You have seen their glories and you should read their stories. What makes the great great is a book written by Dennis P. Kimbro, Ph.D. I didn’t know about the book till I got to a bookshop In Lagos. Then I went in search of the 50th law of power by Robert Greene and 50cent. I couldn’t lay my hands on it and I asked the book seller to give me any nice book and he did give me What Makes The Great Great. I was glad he did.

“If you want to be great and successful, you must walk hand-in-hand with great and successful people.” Nido Qubein

The book tells of the stories of great men and women, how they were able able to stand out among the crowd and made names for themselves. The author introduces inspiring people who have achieved greatness in their own unique ways, then highlights the qualities each of us must develop before we reach our full potential.

Regardless of your definition of success, the book provides approach of turning your dream to reality. Greatness is guaranteed when you discover life’s true calling, live more courageously, access knowledge and creativity of your mind and embrace integrity in everything you do.

We all have seeds of greatness in us, what makes the great great provides the tools to discover and nourish those seeds.

Dennis P. Kimbro asked some great men and women the question, What makes the great great? See some of their responses below:

When Bill Pinkney [the first African-American to sail solo around the world and the forty-first man to do so] was asked what makes the great great, his response was; “Don’t wait! Now is the time to fulfil your destiny. We must act with courage; look forward with hope; and view life through a lens that defines what can be done rather than what cannot be done. If you are willing to work and never, never quit, you can make your dream come true.” What does this message mean to you?

Percy Sutton said, “If you have but one wish let it be for an idea.”

Robert E. Johnson, founder of Black Entertainment Television said, “Life is a grindstone, But whether it grinds you down or polishes you up depends upon what you are made of. And Rev Jesse Jackson added, “You may not be responsible for being knocked down, but you are certainly responsible for getting back up.”

What makes the great great

Henry Park of Park Sausage said, “In one hand I have a dream and in the other I have an obstacle. Tell me, which one grabs your attention?”

When Reverend Ike was asked what makes the great great, he said, “Do what I have done. “Open up a can! The world belongs to those who say I can.”

Mae Jemison, America’s first black female astronaut, when was asked what makes the great great said, “Greatness can be captured in a lifestyle. Life is God’s gift to you, style is what you make of it.”

Quincy Jones said, “Greatness occurs when your children loves you, when your critics respects you, and when you have peace of mind.”

Cornel West, an author and a professor said, “If you want to be great, you must serve willingly and love greatly.”

Oseola McCarty said, “Do as much as you can for as many as you can.”

And according to my observation, the greats are the people who understands what it means to simplify. They are the people who face one thing, face one passion and give in their best and do not believe in being jack of all trades. They are the people with determination and unshaken focus to do what they put before them. They are the people who have desires that burn. They are the people who say I will do this and never give up until they do. – SirPhren

Do you want to be great in that field you have chosen? Now you have just read about the opinions of some of the great men and women who have lived before us. Some of what they said is still valid and it will be nice to practice them.

There is only one thing that can stop you from being great. Do you want to know? Only you can stop you.

Robert Browning said, “When a man’s fight begins within himself, he is worth something.” And Bhagavad-Gita concluded, “A man’s own self is his friend, a man’s own self is his foe.”

If you really want to get your life together, this is one of the books you should probably read.

Which of these answers to what makes the Great great your favorite? Do you also know of other qualities of the Greats? Do share with me in the comment below.

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BOOKS

Learn 7 Cures To Lean Purse

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We all had lean purse and we could not make them fat. Not because we couldn’t but weren’t aware of how to. But as soon as I was able to lay my hands on The wealthy Barber Returns and The Richest Man In Babylon, I knew how and In this post, am going to share with you.

Are you looking for ways to fatten your purses? Who wouldn’t want to! These seven cures have been around us for the beginning of time we weren’t just aware or we didn’t have someone who could have told us before now. But now you know them.

1). Start your purse to fattening

You can refer to this cure simply as SAVINGS. How do you start your purse to fattening via savings? It is simple and also difficult. Simple in the sense that you will have to save some percentages of your monthly income, at least, 10%. Difficult in the sense that you will have to discipline yourself to do it for a very very long time.

“Which desirest thou the most? Is it the gratification of thy desires of each day, a jewel, a bit of finery, better raiment, more food; things quickly gone and forgotten? Or is it substantial belongings, gold, lands, herds, merchandise, income-bringing investments? The coins you take from your purse bring the first. The coins you leave within will bring the latter.

2). Control Your Expenditure

How can a man keep one-tenth of all he earns in his purse when all the coins he earns are not enough for his necessary expenses?

That what each of us calls our ‘necessary expenses‘ will always grow to equal our incomes unless we protest to the contrary. “Confuse not the necessary expenses with your desires.

“Study thoughtfully your accustomed habits of living. Let your motto be one hundred percent of appreciated value demanded for each coin spent.

Budget your expenses that you may have coins to pay for your necessities, to pay for your enjoyments and to gratify your worthwhile desires without spending more than nine-tenths of your earnings.”

3). Make your gold multiply

Now that your lean purse is fattening, it is time to put it into labour that it can work for you and multiply. The money you saved do nothing than to just stay there. To make your purse fatten more, Arkad advised, learn to invest your savings. When you invest your coins, if wisely done, shall bring more coins to you. But if done without knowledge, shall take more out of your purse. To make your gold multiply, learn from those experienced and trustworthy in investment.

Put each coin to laboring that it may reproduce its kind even as the flocks of the field and help bring to thee income, a stream of wealth that shall flow constantly into your purse.”

George Clason 7 cure to lean purse

4). Guard your treasure from loss

“Misfortune loves a shining mark. Gold in a man’s purse must be guarded with firmness, else it be lost. Thus it is wise that we must first secure small amounts and learn to protect them before the Gods entrust us with larger.” So spoke Arkad.

It is easier for us to be tempted by opportunities around us. It is easier for friends to lure us away from our goals. Yes, we do feel pitiful. But with all these, you must guard your investment from loss.

Arkad advised, “study carefully, before parting with your treasure, each assurance that it may be safely reclaimed. Be not misled by thine own romantic desires to make wealth rapidly.

“Before you loan it to any man assure yourself of his ability to repay and his reputation for doing so, that you may not unwittingly be making him a present of your hard-earned treasure.

“Before you entrust it as an investment in any field acquaint yourself with the dangers which may beset it. Be not too confident of your own wisdom in entrusting your treasures to the possible pitfalls of investments. Better by far to consult the wisdom of those experienced in handling money for profit.

Guard your treasure from loss by investing only where your principal is safe, where it may be reclaimed if desirable, and where you will not fail to collect a fair rental. Consult with wise men. Secure the advice of those experienced in the profitable handling of gold. Let their wisdom protect your treasure from unsafe investments.”

5). Make of your dwelling a profitable investment

Be always eager to build your house than pay for rent. If you want to decide which of either car or house to go for, what will you choose? To build a house or buy a car? You will be filled with happiness when you live in your own house than the fear of being evicted. Owning your own house reduces your expenses. Let go of the immediate gratification…own thy own house!

6). Provide for old age

Provide in advance for the needs of your growing age and the protection of thy family. Don’t live to gratify all distracting pleasurable things around you. Don’t live all from hand to mouth.

7). Increase your ability to earn

Do you have the desire to earn more? Then let your desire burns “Preceding accomplishment must be desire. Before you can accomplish more, you must desire more. Your desires must be strong and definite.

Cultivate your own powers, to study and become wiser, to become more skillful, to so act as to respect thyself. Then shall you acquire confidence in yourself to achieve your carefully considered desires.

These are the seven cures as stated in the book, Richest Man In Babylon

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Story Weaved Out Of 21 Books That Changed My Life – Ogunleye Ayodeji

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Trailblazer

I, Ogunleye Ayodeji, have been thinking about my existence recently as my life appears to be hitting rock bottom and I realized that before it gets too late, I seriously need to start 1GETTING THINGS DONE by following strictly 2THE 5OTH LAW so that my life will move from 3ZERO TO ONE, to achieve this, I need to understand 4HOW TO STOP WORRYING AND START LIVING because my worries will only keep me at point zero. As I recall the story my dad told me about how 5THE RICHEST MAN IN BABYLON came to be because he understood clearly 6THE SCIENCE OF GETTING RICH and 7THE RULES OF WORK.

In my quest to get my ship sailing again, I was advised to be intellectually sound by reading books and learn more about great men of past centuries and so I started with the 8AUTOBIOGRAPHY OF GANDHI, this really ignited the passion for success in me as I vowed to make my financial life work again, 9THE WEALTHY BARBER RETURNS was the book that came to the rescue, a sigh of relief ploughed through my mind.

I never thought I could fall in love all through my darkest moments as I have been made to believe that 10MEN ARE FROM MARS, WOMEN ARE FROM VENUS – an entirely different world that could make love looks like a rocket science until I met 11THE SMART MONEY WOMAN who taught me 12THE PSYCHOLOGY OF ROMANTIC LOVE. Falling in love made me realize that there is more to life as I became more in tune with reality, this helped me to see life more clearly and understand 13WHY BRILLIANT PEOPLE BELIEVE NONSENSE.

At last, my life began to take shape and make meaning at a dizzying pace than expected because I did more for myself than pity by jumping out of the 14CAT’S CRADLE exposing myself to new realities, cultures and traditions across the globe. This took me on a fascinating journey to New York where I met 15THE CAPITALIST NIGGER. He told me lots of stories, one of which was 16HOW EUROPE UNDERDEVELOPED AFRICA. While in New York, I attended J.C. Maxwell’s seminar on 1721 IRREFUTABLE LAWS OF LEADERSHIP, it was an experience I would cherish for a long time to come. I later learned that in the year 18NINETEEN EIGHTY-FOUR(1984), 19MAN’S SEARCH FOR MEANING became intensified.

On my last day in New York, I stumbled upon an article in the NEW YORK TIMES which reads – 20SOCIAL ENGINEERING : THE ART OF HUMAN HACKING, I ensured I got a copy of the paper which I read on my way back to Nigeria. It gave me an insight on how to use people to my advantage, a much needed tool if I must remain at the top. My success story and rise to glory will not be complete if I fail to summarize the lessons I learnt in all my travails and journeys to good life which is – you must learn to 21EAT THAT FROG.

Here’s the concoction of one of the winners for the words smith (weave title contest) competition held on Thinkerspool, Nigeria’s foremost online readers’ club.

What the contest entails was for members of the platform to weave together title of books that had been reviewed on the platform to make meaningful stories or sentences.

It was a show of creativity and intellectual prowess as members showed classical wit in the way they conjured and used titles of 21 books to form a whole lots of amazing storyline.

In the story below, the writer used the titles of 21 books to tell a story of emergence of a fellow who was almost at his lowest ebb to a point where light was shone at the end of his tunnel.

The book titles are in block letters, in bold and numbered.

Do enjoy the story and rate it afterwards.

Ogunleye Ayodeji Oladoyin (Trailblazer)

Connect with him on ==>whatsApp<==

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