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10 tips on How to Increase your website traffic.
Not so long ago I had read an article about a woman who dramatically increased her page ranking from article submissions on her new website. That that was a fact I already knew, just like many other Internet Marketers. However, that article was the...
Before You Think That Next Thought!
Every thought we think is creating our future. - Louise L. Hay
Researchers have discovered that the average person thinks anywhere between 50,000 to 70,000 thoughts per day. Since the majority of us spend anywhere from 16-18 hours awake each...
D.I.S.C.I.P.L.I.N.E.
What does this word really mean anyway? According to Webster’s Collegiate Dictionary, 10th Edition, discipline, as a noun, is defined primarily as punishment. My, but that has a harsh ring to it. An alternate definition is self-control. Well, that’s...
Life insurance without life value: why young people are snubbing financial advice
This article is written by a 27 year old female (borderline Generation X / Y) called Rachel. Rachel spent six years at university, has no outstanding debts with the exception of government student loans. Rachel also has no pension plan, no life...
Selling the Job, Learn the Basics: Landscape & Garden Business
Selling the Job Learn the Basics: Landscape & Garden Business Selling & Marketing Article by Tom Lanza Copyright © 2003 by ProGardenBiz In a national survey of small businesses (less than $1,000,000 sales annually) it was found that the owner...
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Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not doing selling but consulting. As we know, everybody loves to buy but hates to be sold. We need to engage in non-manipulative selling, and ask deeper questions that will make the sale.
View Yourself As A Consultant
One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer.
Approach Them As Clients
They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal.
Ask Questions And Listen Carefully
Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer's situation so that they can make intelligent recommendations based on what the customer really wants and needs.
Become An Expert In Your Field
As consultants, they recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing themselves with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they
are offering. They have excellent product knowledge, which their customers can sense and which gives both themselves and their customers greater confidence throughout the sales conversation.
Differentiate Yourself from Your Competitors
Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, see yourself as a problem-solver rather than as a salesperson. Take sufficient time to understand the prospect's real need before you start selling.
Second, think of ways to tailor your product or service to your customer's needs so that he sees what you sell as the ideal solution for him.
About the Author
Gordon Goh is author of the free, informative website content of Motivation | Inspiration Tips offering quality useful tips for Motivation
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