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Do You Have A Vision For Your Online Business?
A characteristic of many successful businesses (both online and
off-line) is that they have a vision for their business. They
know what they are working towards, and they are creating a
business that will be like their vision of the future. It...
Don't Mock Me!
My favorite part of the Noah's Ark story is not that he listened
to his god and therefore managed to save mankind and the
animals, and it's not the rainbows, or even the dove as a symbol
of divine peace and love. My favorite part happens long...
Naming Names... How to Name your Business, Product or Service
Sometimes the best inspiration comes from hearing about the deconstruction of other company's names. For you, I am happy to share how I came up with "Slice A Day :: your slice on marketing"...
First the purpose and vision of my site was to...
New Habits, Growing Economy Help To Sell Giftware And Collectibles
New Habits, Growing Economy Help to Sell Giftware and Collectibles By Opal R. Gilbert Just a few years ago, when one thought of a home-based sales business, Tupperware, Avon and a host of multi-level marketing schemes might have come to mind....
Past To Present Work Ethics
If only Thomas Edison back then, had all the knowledge of the internet at his disposal-what then? Would he of become the webs biggest marketing Guru? Just imagine all the e-books that man could of sold! Do you have to be an incredibly smart...
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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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