Do you want to know the 8 tips to selling more products?
by Woody Quinones
Published on this site: July 28th, 2005 - See
more articles from this month
So often sales men and woman are the very people that prevent
themselves from obtaining additional sales and increasing
their commissions. It doesn't matter if it's counter sales
or simply door-to-door.
They get caught up in the newest method or someone's latest
spin on how to get their customers to buy. What most forget
is that sales is a process of developing long term customer
relationships.
For 36 years I have been selling to the public. I've sold
just about everything you can sell. In all those years, I've
learned that selling simply comes down to 8 simple steps,
that has always increased my sales and drives customers back
for more.
- I know my products well. You want your knowledge of the
product to be almost second nature. You never want to flinch
in front of a prospect. Any hesitation could cost you a
sale.
- I always ask questions of my prospects so they can tell
me what they want. I want them to open up to me. You really
don't need some planned out sales pitch to get the customer
interested. Customers love to talk about themselves. So
encourage them to keep on talking. The more they talk about
themselves the more you know what it is they are truly looking
for. They will begin to think you know more about them than
they do.
- I listen intently and I'm not preoccupied with what I
have to say! I have seen to many sales people listen but
will not pay attention to what is being said. They were
to busy thinking of how to sell their product. If you know
your product well, then you will be preoccupied with your
prospect.
- I know I won't sell to everybody so I don't sweat it.
You will be turned down more times than you can imagine.
It's nothing personal it just goes with the territory.
- "No" means right now! Not tomorrow. Not next
week. Not next month and not next year. Customers change
their minds all the time. That particular person who turned
you down last week may have a different consideration next
month. So don't write them off.
- You have to be persistent. Knowing that "No"
is not a permanent decision, is the very reason you stay
the course and never quit. I had a client place a large
order with me after nearly 9 months of phone calls and canceled
appointments. Had I not been persistent my competition would
have swooped in and made the sale.
- I plan my work and work my plan. Get up early and focus
on what you need to do today and today only. Do not concern
yourself with tomorrow. It will come and bring with it a
whole set of situations of it's own. Then begin implementing
your work that you've planned for the day.
- Work smarter, not harder. There are so many ways to do
this. Here is just one way I did it. I wanted to drive more
people to my website: www.ImpactYourArea.com.
Instead of contacting people I knew, I decided to put out
a Press Release.
It was about how my business helped others around Christmas
time, that experienced three terrible hurrucanes. Within hours
of it's release, my phone started ringing with inquiries and
people placing orders. My only effort was writing the press
release. The company I submitted it to did the rest.
Remember, even though we live in fast paced times you are
still selling to individuals. People still have wants, needs
and desires met. In thousands of years it has never changed.
The only thing people want from you is for you to listen closely
to them. They have a problem and simply want you to solve
it for them, but only after you learn what it is. It doesn't
get any easier than that.
Woody Quiñones has been selling to the public
since the age of 10. With over 36 years of marketing experience
he has started several businesses with little or no money.
Including the popular www.ImpactYourArea.com,
a promotional products website. He is an Authorized Kaeser
& Blair Dealer, a published online writer, a licensed
and certified locksmith of 17 years and can be located on
numerous online business forums.
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