Art of Selling

1. Be enthusiasm.

2. To be one-act it.

It help you overcome fear, become more successful in business, making more money, enjoy a healthier, richer & happier life.

3. Selling is the easiest job in the world if you work it hard

But the hardest job in the world if you try to work it easy.

You can’t collect your commission until you make the sale;
You can’t make the sale, till you have an interview;
& you can’t have an interview till you make the call.

4. You must be courage & self-confidence to express yourself convincingly.

The best way to train it is speaking before groups, then you’ll lost your fear of talking to individuals no matter how big & important they are.

Get some training in public speaking would be your career turning point.

5. Plan a ‘Weekly Work Sheet’ for all the people you plan to see during the coming week.

You could do so much if you get organized.

6. The 1^st principle of selling is finding out what people want, & helping them get it.

"I want to talk to you for just few minutes about something that you want."
Tell him about the things that they want.
They would enthusiastic to listen then because they like it.

7. Don’t make positive statement in your words.

They would argue with your statement.
Ask question that they would agree.
Never gave an impression that you are trying to persuade or influence anybody to your way of thinking.
Help them to recognize what they want & help them to decide how to get it.

8. Make appointment.

You gain big advantage when you make appointment because he knows that you value his time.
When you are scared, admit it. This would give him a big complimentary.
1^st sell the appointment, then your product.

9. Be prepared.

Have a winning attitude.

10. What is the key issue?

Major point of interest. Why they should buy? Then stick to it.
Vulnerable point of interest. "Why? Why not?" "in addition to that…?" You can find out the reason WHY they are refusing by keep on asking WHY. A person would usually have 2 reasons for doing a thing, that are sound good & a real one.
That would make you a competitive advantage with other large companies.
Never try to cover too many issues; don’t obscure the main issue; find out what it is, then stay right on the beam.

11. Key word notes.

Remember points he wants to cover.
Cover them in logical order.
Be brief & stay on the main point.

12. Ask questions.

The entire interview consists mainly on asking questions & answers.
Be a good listener.
Show them that you are sincerely interested in what he is saying.
Everyone is hungry & craves to be heard.
A salesman would lose business because he talk too much.

13. Surprised!

Do something surprising to stir them to action to their own action for their own benefit.
You had better not do it, unless you are prepared to back up the surprised with facts, not opinions.
1 demonstration is worth more than a thousand words. If possible let them perform the demonstration.

14. Create confidence:

Be an assistant buyer. People don’t like to be sold, they like to buy.

"If you were my own brother, I’d say to you what I’m going to say to you now…"

Praise your competitors is the quickest way to win confidence. Speak ill of no man.

"I’m in a position to do something for you this morning that no other living person can do for you."

Express honest appreciation of your listener’s ability. Everyone likes to feel important. People are hungry for praise. People are starving for honest appreciation. But we don’t have to go overboard it. It is much more effective to be conservative about it.

See things from the other person’s point of view & talk in terms of his wants, needs, and desires.

The wisest & best salesman is always tells the truth about his article. Look at their eye & tells the truth. You would leave a trust in their heart even you did not sell at first time. ‘A customer cannot be fooled a 2^nd time.’

Never exaggerated.

Keep on knowing your business.

Witness help you gain confidence.

85% impression of a man come from their clothes. Let the expert improve your appearance.

A question could:

Let the other people know what you think.
Pay him the compliment of asking questions.

If you would win them to your cause, 1^st convince them that you are their sincere friend.

Encourage young men. Help them see how they can be successful.

Try to get them telling you what are their greatest ambition in life. Help them raise their sights.

Ask them "how did you happen to get started in this business?" then be a good listener.

Smile everywhere even when you make a sale by a call. You will be welcome everywhere. You would be happier because you make others happier too.
How to remember names:

Impression (observation) of his name & face. Do you hear his name properly? Can you spell it out? If you can’t then ask them would they mind repeating it.
Repetition several times in 10 minutes. Use his name when asking questions.
Association with an action picture or business.

15. Never forget a customer. Never let a customer forget you. Love

their property. This would make them feel making no mistake in

buying it.