Daily motivational self improvement Articles, Quotes & Power Tips for sales coaching page
Motivational Quote of the Day:"I couldn't wait for success, so I went ahead without it."
"Ability may get you to the top, but it takes character to
keep you there." Don’t Settle
 Get your own Self Help Library of 73 Powerful Books! How To Get More Sales People buy emotionally first and logically second!
But sales people often (maybe most often) attempt to sell logically first and emotionally second (if at all). People won't buy in reverse order.
You can explain why your product (or service, or your point, when talking to a colleague or family member) makes sense, or why your price is affordable, or your product is the best on the market, or your decision is best for everyone involved . . . but until the customer experiences the emotional desire to buy, you're not going to make your sale.
Don't put the cart before the horse by trying to sell the logic first. Get people excited about what you're selling and they'll come up with the logic on their own! It's true. Think about a significant or unusual purchase that you recently made for yourself, your business, or your family.
It might have been a new computer, a new car, a new set of golf clubs, an expensive vacation, or a special gift. Think about your buying process. Did you sit down and figure out how the purchase made sense before you got excited about making the purchase? Or was it the other way around?
Yes, people get excited about what they want to buy, and then they figure out how to justify buying it. That's not always the best way to make a purchase because oftentimes we buy things we really don't need, or can't afford. But nonetheless, it's the way people buy.
If you're selling something that people really do need, if you'll help them get excited first, you'll get more sales.
Now that you understand why people buy, take a look at the five reasons why people won't buy from you:
1. No need.
It doesn't matter how good your product is, or how fairly it's priced. Where these reasons occur, a sale doesn't.
Quoting Zig Ziglar, "Selling is the only part of a company that contributes to profit. All the other parts contribute to cost. Be proud that you sell and reflect that pride to your customers, associates, family and friends. It's more than just a cliché to say that nothing happens in the world of business until somebody sells something."
. . .Adapted from NETWORK MARKETING FOR DUMMIES by Zig Ziglar and John P. Hayes, Ph.D.
Work On Closing The Sale!
Many people are good at the beginning part of the selling presentation. Asking questions, sharing information, learning the buyer's needs and figuring out how to satisfy those needs.
Less than 5% of this time is spent on closing the sale. And yet, if you are not effective at closing the sale, you would have wasted your time.
Popular opinion is that there is always going to be a particular moment when it's best to ask for the sale. That moment has to be created by you!
Your presentation must be jam packed with benefits and it's very important that you follow a logical path in demonstrating those benefits to close the sale.
As you perfect your presentation it will become clear when to ASK for the sale.
Remember, you must always ask for the sale! A great time to ask for it is when you have just overcome an objection which was posed.
At that point, you've tipped the balance in your favor. While it doesn't always work, it's a good time to try.
Pay close attention to your prospects words and expressions.
These give you great clues when it's best to seize the moment and ask for the sale. Again, this comes with experience and how sharp your presentation is delivered.
Asking for the sale is the most important component of your presentation. Work on it steadily and logically and it will bear great fruit!
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