WORLD CLASS SELLING

 

Hello,

 

People hate to be sold stuff, and they love to buy stuff!  Your job is to create a condition in which they want to buy.
Dr. Mitchell Perry
World Class Selling
Most people hate sales and salespeople… why?  Because most salespeople are garden variety.  What is “GARDEN VARIETY”?

They…

  • Sell too soon, which makes people uncomfortable and reluctant to proceed.
  • Ask the wrong questions, thus creating resistance.
  • Fail to get enough information, which puts the salesperson at a disadvantage.
  • Fail to create rapport, so the customer becomes agitated and manipulated.
  • Concentrate on the sale instead of the customer and the relationship.
But what do the BEST of the BEST salespersons know?  And how do you become a World Class Seller?  How do you separate yourself from the “herd”?  The first thing you must understand is the psychology of selling:
“PEOPLE HATE TO BE SOLD STUFF,
AND THEY LOVE TO BUY STUFF!”
So how do you get your customers to let down their defensive guards and be open and ready to buy from you?
First, instead of your trying to sell the product or service, you must create a condition where your customer wants to buy.  It requires skills and practice to create that condition.
Second, you must focus on your customers, understand their feelings, and build the necessary relationship glue.
Third, you must understand how your behavior determines the perception of value which your customer places on you and the relationship.
When the customer is convinced of the VALUE, the customer will buy —  your behavior has a HUGE impact on that value.
And last, you must learn the communication tools necessary to get your customer to say “yes.”
When you master these skills, you will be able to sell with all the class in the world and you, too, will be “The Best of the Best!

Today’s Tickle
Ever Wonder…
  • Why the sun lightens our hair, but darkens our skin?
  • Why women are unable to put on mascara with their mouth closed?
  • Why we have yet to see the headline “Psychic Wins Lottery”?
  • Why “abbreviated” is such a long word?
  • Why doctors call what they do “practice”?
  • Why you have to click on “Start” to stop Windows 8?
  • Why lemon juice is made with artificial flavor, while dishwashing liquid is made with real lemons?
  • Why the man who invests all your money is called a broker?
  • Why they sterilize the needle for lethal injections?
  • Why they have yet to make a whole plane out of the material used for the indestructible black box?
  • Why sheep fail to shrink when it rains?
  • Why they are called apartments when they are all stuck together?
  • If con is the opposite of pro, is Congress the opposite of progress?
  • Why they call the airport “the terminal” if flying is so safe?
  • Why you drive on the parkway and park in the driveway?