First – here’s the Golden Rule of Sales.
Everyone in your business who has anything to do with customers needs to know how to sell. If they don't, you’re throwing cash out of the window.
What’s the point in spending another penny on brochures, advertising and websites if your team does not even know how to get people to buy stuff?
We’re not talking about days of sales training. We’re talking about having your people understand the very basic principles of how people make buying decisions. You can show them in a couple of hours. If they all put it to practice your profits will increase exponentially.
Chris Cardell has trained hundreds of people in Sales and Influence from small businesses to blue chip companies.
Here are a few fundamental principles of Sales and Influence.
- You can’t sell to someone if you’re not in rapport with them. One of the best ways to establish rapport is to speak in the same way they speak. Speak at the same volume and speed and if you want to have some real fun, breathe at the same rate they’re breathing. Sounds weird? That’s why most people don’t do it and just get average results.
- Ask Questions. It’s the best way to establish your customers/clients needs – and meeting peoples’ needs is the key to selling. Don’t start telling people about what’s great about your product or service until you’ve asked questions to find out what’s important to them about what you’re selling. If someone comes to buy a car from you, how do you know what’s important to them about the car? It could be the colour, it could be safety, or what the CD player sounds like. So ask.
- Learn to love objections. If someone says that what you’re offering is too expensive or they can’t afford it, you’ve virtually sold it to them. Why? Because they’re telling you they want it. But there's an objection – money. You just need to re-establish the value of what you’re offering. Get together with your colleagues and come up with the most frequent objections that you all hear. Then come up with great answers to them. This can increase sales by 20-40%. You can get more leading edge sales skills from Chris Cardell by joining our FREE VIP Newsletter below.
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