Selling to Today’s Customers. By: Brian Tracy


What is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for.

How Markets Work
Our market society is based on the principles of freedom and mutual benefit. Each party to a transaction only enters into it when he feels that he will be better off as a result of the transaction than he would be without it.

The Three Options
In a free market, the customer always has three options with any purchase decision. First, the customer can buy your product or service. Second, the customer can buy the product or service from someone else. Third, the customer can decide to buy nothing at all.

Convincing the Customer
For the customer to buy your particular product or service, he or she must be convinced that it is not only the best choice available but he must also be persuaded that there is no better way for him to spend the equivalent amount of money. Your job as a salesperson is to convince the customer that all these conditions exist and then to elicit a commitment from him to take action on your offer.

This is the salesperson’s winning edge
You’re a sales professional. It’s what you were meant to be. Selling is in your blood.

But to keep moving ahead, it helps to have a coach, a mentor, a knowledgeable, reliable source of new sales information. You need a practical, visionary guide – someone who’s been there, who knows where the sales field is today and where it is going. You need, quite simply, an advanced course in selling taught by a master of the trade.

And that’s exactly what I give you in Advanced Selling Techniques.

 
Advanced Selling Techniques
6-CD set, plus CD workbook
Advanced Selling Techniques

This 6-CD audio program is your key to immediately increased sales and an even more spectacular selling success – this is your guarantee of staying one step ahead of the competition.

When you purchase this program, you will realize that the small investment you make today will earn you a huge return!

Buy Advanced Selling Techniques now and close more sales with tomorrow’s prospects.

Customize Your Sales Presentation
The field of professional selling has changed dramatically since World War II. In a way, selling methodologies are merely responses to customer requirements. At one time, customers were relatively unsophisticated and poorly informed about their choices. Salespeople catered to this customer with carefully planned and memorized sales presentations, loads of enthusiasm and a bag full of techniques designed to crush resistance and get the order at virtually any cost.

Treat Them With Respect
But the customer of the 1950s has matured into the customer of the 21st century. Customers are now more intelligent and knowledgeable than ever before. They are experienced buyers and they have interacted with hundreds of salespeople. They are extremely sophisticated and aware of the incredible variety of products and services that are available to them, as well as their relative strengths and weaknesses of those products. Many of them are smarter and better educated than most salespeople and they are far more careful about making a buying decision of any kind.

The Need For Speed
In addition, they are overwhelmed with work and under-supplied with time. Because of the rapidly increasing pace of change, down-sizing, restructuring and the competitive pressures surrounding them, customers today are harried and hassled. They are swamped with responsibilities, impatient, suspicious, critical, demanding, and spoiled. To sell to today’s customer requires a higher caliber of sales professional than has ever before been required. And it is only going to become tougher and more complicated in the months and years ahead.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, think continually about how you can convince your customer that your product or service is the very best available. Why does he buy, or refuse to buy?

Second, upgrade your knowledge and skills every day so you can sell more effectively. Remember, your customers only get better when you get better.

I’ve finally found the Secret to closing more sales!

It’s called The Psychology of Selling and you better hang on to your hat because this 6 CD set is awesome!

Imagine a team of the best sales people in the world helping you close your next sale. Imagine your team leading you through purchase after purchase after purchase. Your team whispering in your ear, telling you what the customer is thinking… telling you exactly how you can close this deal.

 
The Psychology of Selling

6-CD Program
30-page CD
Workbook

The Psychology of Selling
This isn’t fan tasy. In this 6 CD set The Psychology of Selling teaches you the most powerful sales techniques to:

  • Double your sales
  • Increase your earnings
  • Effort lessly handle objections
  • Stop pretending and really connect with your customers
  • and Develop a powerful sales personality

Double your sales now!

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About klungiwe

Katherine Lungiwe is a Sales executive. One of my best quote is “If it’s going to be, it’s up to you”.

Posted on November 29, 2008, in Uncategorized. Bookmark the permalink. Leave a comment.

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