Everything you do is in effect a sales effort. When you apply for your first job you are attempting to sell the interviewer on the fact that you are the best candidate for the job. After you have just developed a new idea or project you try to convince your boss or supervisor that this is the best idea to implement at this time. You believe in it so you give everything within you to sell or convince someone of your idea. You do this with your attitude, personality, resume, cover letter, business dress, your communication skills and your preparation. Everything counts. You are also putting forth your best effort with responsibilities and jobs you had in college as well as your grade point average. The same thing applies when you are selling a product or service. You are selling the customer on the features and benefits of a specific product. With a good sales effort you always want to establish rapport first. This relaxes the customers and puts them at ease and gives them the sense that you are someone who can be trusted and who they can receive reliable information from.
Even then there will be some objections and it will be your job to overcome the objections. Sometimes a customer will object by citing one reason but by inquiring a little further you can actually come up with the real reason. The best strategy is to ask a lot of probing questions. Asking the right questions will often give you insight into the reason for the customers objection. If you could afford this product or service what would you like for it to accomplish? Why do you want this need met? If this need were met how would that help you? Who else is going to use this product or service? Do you know how they will benefit. What is it about your business that keeps you up at night? How are sales going? Are there any plans for expansion next year? If you are talking to a business owner sometimes all it takes is one question and they will tell you everything you need to know. The floodgates will open. When you include the sales arsenal in your skill set and perfect it, it's only a matter of time before you go Beyond Greatness!!!
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About the Author
Melvin J. Richardson, MBA is CEO of VisionStar Enterprises, motivational speaker, consultant, visionary, author, and coach. The presentations focus on the goal setting process, customer service, sales training, and team building. Mel has a B.S. from Ashland University, majoring in management and marketing, as well as an MBA in executive management from Ashland
www.aftercollegebeyondgreatness.com
