Top Sales Principles of the Elite

Selling is not about making people buy unwanted products. Instead, it is about connecting products to people who need them.

It is a common misconception that good salespeople just convince consumers to buy things and services they do not need. In the old days, that might have been the case. However, nowadays, buyers are more intelligent. They have the internet so they can easily look up products and services and choose those that fit their needs. That’s why today’s salespeople must be experts in their products. This also means that your job as a salesperson is to find customers who need your product.

When you find the right person to sell to, it’s time to use your convincing power to hasten the sales process.

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A Reliable Source

The moment you get your sales job, your first task is to learn everything you can about the products or services you’ll be selling. In meetings with potential clients, you will be talking about the products. It is only logical that you learn everything about the product so that you will know how to present it and how to answer the customer’s questions. If you can’t answer customer questions about your product, they are not going to trust you and buy from you. Start with the features. You can start by going through the brochure of your company. If you are selling more than one model of the same type of product, know the difference between each one. Also, take note of the features that make each version of the product unique. Most importantly, know when to suggest each one to your customers so that they match your buyers’ needs. When selling laptops for instance, it is important to learn the types of unique features and specifications of each brand and model. You could then, match these features according to the needs of your buyer. If the customer tells you that she will use the laptop for video editing for example, choose to show laptops with great computing power with large screens. If the buyer says that he will use it as a travel computer, choose to show lightweight laptop models.

16 people found this helpful

First Stop For Any Aspiring Entrepreneur

Great course - really informative and offers a solid understanding of what a career in sales would be like in the first year, and beyond.

There are many things you are able to do in order to improve your sales. Some of the things this guidebook include: Why is the close so important? The right mindset for sales, Planning out your success, Meeting with the client, Keeping communication open, Following up with the customer, The perfect close, and How to put it all together.

It's given me a lot to think about and has really prepared me for everything from the interview process to getting suck into cold-calling. Highly recommend!

10 people found this helpful

Know your target market

To find the right people for your products, put up your marketing campaigns in areas where your ideal buyers can see them. If you are selling high-end sports shoes for instance, show your ads near gyms and sports venues rather than on general ad spots like TV, radio or publications. To justify the higher price of your products, add additional value that other salespeople do not offer. For other companies like Apple, the higher price itself is what gives the product the additional value. Apple’s premium branding strategy is so effective that buyers feel purely out of ownership of an expensive product – even if it has almost the same functionality and quality as other products of the same kind. If your brand is not a premium brand, you’d have to add value in different ways. When selling sunglasses for example, you could offer a free guide on finding the best type of sunglasses for your face shape. You could also provide additional services like tightening of screw of the glasses to your buyers. These additional services will justify the premium prices of your products. It will also attract former buyers back to your store. The scope of your operation is another factor that limits your marketing capabilities. While it is possible to advertise to and contact people outside of your area, it will cost too much for you to reach these people. The economic law of diminishing returns states that it is advantageous for you to focus your energy on the buyers closest to your area of operation. It will cost less to market to these people. It will also be cheaper for you to meet with them. As you try to reach people farther from your optimal area of operation, you are increasing your business cost, decreasing the total amount of returns. The scope of your operation is another factor that limits your marketing capabilities.

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Build Your Business Through Referrals

Like you are selling a smartphone that can hold 40 gigabytes worth of data. While most people who are familiar with how computer works will appreciate what that means, most of your buyers will want an explanation. Translate the technical terms into language that your customers will understand. Instead of saying that the phone can store 40 gigabytes of data, try saying that it has such high storage capacity that it would enable you to enjoy listening to thousands of songs. Make the feature directly relatable. This tip does not just apply to technical information. It applies to every item. For example, instead of saying that a coffeemaker is “lowmaintenance,” say that it is easy to clean, which leaves the user with plenty of time for other things. One feature can lead to more than one benefit. For instance, a knife that uses premium steel will last for a long time and it can keep its sharpness longer compared to low quality knives. When you are studying the product, find all the possible benefits that you can get from each feature. By learning them, you will be able to present the product or service in many different ways. You can approach the sales presentation from many angles.

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Focus on the customer

As a salesperson, you will need to study your product, learn the sales process and find ways to refine the process. However, when you are in front of the customer, you should give him or her your undivided attention.

Regular sales representatives just want to present, close the deal, and end the interaction as fast as possible. With this kind of mindset, most salespeople often make their buyers feel unimportant.

As a result, the prospects feel like the salesperson is only focused on selling their product and not at all concerned about their needs.

4 people found this helpful

Learn the ideal sales process for your product

Now that you are in the position to sell the product to your buyers, you should start identifying the steps that you need to take to make sales. Start by examining how the marketing of your product or service is done. You could then create a systematic process of the tasks that you need to take to make the sale. A salesperson selling investment management services for instance, needs to call the prospect, set an appointment, build rapport, conduct a product presentation, handle objections, close the deal and facilitate the contract. On the hand, a sales person selling smartphones in a store just needs to market the product to his or her target audiences near the store. He could just wait for the buyers to come in. When they are in the store, he just needs to answer a few more questions and handle a few objections to make the sale With the investment salesman, there is a need to build rapport and to gain the trust of the buyer first, before attempting to close the sale. The smartphone salesman on the other hand, could sell his products to complete strangers. The nature of their products determined the steps in their sales process.

1 person found this helpful

you will love it!

ya the course which is provided the word which is used by Alex Johnson is great it's an great audio to listen and need to learn a lot a minor minor things in sales practise which we do in our daily to daily routine

Change in 30 days!

A great course. Really great insights throughout. Looking forward to applying the findings straight away.

Fantastic read on self improvement!

I loved this course as i am in sales myself and it has made me realise that everyone can sell and you must never give up.