American Express

Posts Tagged ‘successful sales’

A common belief is that a good sales person can sell anything. We have all heard the expression ‘He or she could sell fridges to Eskimos.’ I take issue with the statement that good sales people can sell anything. They can’t. Good and successful sales people can sell only what they believe in. It is therefore worth establishing at the outset what good sales people actually do.

Very simply it is that, given the chance of meeting a prospective customer, they will complete the transaction and close the sale. Equally they must create an environment and experience that will make the customer come and buy again. Once a sales person has built that trust and relationship, the customer will recommend the sales person or the company to friends, family and connections.

This is what professional selling can achieve. This is what you can do comparatively easily. Therefore it is imperative that you have belief in your product or service. You must convince yourself of the value and the results that your product or service will achieve for your customers. Now it is essential at this stage to mention price, though this will be covered in more detail in Chapter 9. There will be many occasions when your product or service will not be the cheapest, but this must not impede your belief in it.What matters here is that your product or service delivers what you state it will, what is claimed or what the customer is looking for. If it does that, the price is of less importance.