If you are pushing for sales,
it's time to change your strategy. The fact is that with the advent of the
Internet the psychology of the sales process has changed drastically. While
once, it was push, push, push, to coax the customer to make a buy, it is now
passé to use this antiquated approach. Not only that your likely to win
enemies and influence irritation. We live in the age of information, which, in
turn, means consumers are smart and educated, and above being manipulated into
a buy. A manipulated buy means only one thing. A sure return. So how do you
approach the selling process successfully?
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Become Armed and
Authentic
Today's buyer expects you to know your product, service, and industry
inside out and provide the kind of insider details that only you will know how
to deliver. Buyers want to do business with experts. While they want a good
deal, they don't want shoddy products or services to come with the good deal.
The pressure is now on for business owners to stay on the leading edge of
their particular business. The more you arm yourself with information the
better you position yourself to make the sale.
Be yourself. Authenticity is not a plastic smile, with a high-pitched
attitude. Allowing your customer to get to know the authentic you is also
allowing yourself to be approachable no matter how successful you might be or
become. So while the consumer wants you to have leading edge knowledge they
also don't want to feel stupid. Success will be a lifelong partner if you
continue to be authentic. Let your prospect feel comfortable with you. Allow
them to feel at ease asking any question no matter how elementary it may seem
to you.
Understand the
Difference Between Motivating and Manipulating
One thing has not changed about the selling process and probably never
will. Sales are most often driven by an emotion. Only now the emotion has
changed from coercion to motivation. To put it simply, what's in it for your
prospect? Honestly and truly, without the hype, what about your product or
service will in some way enhance their life or business? Once you understand
your buyer's motivation and can meet that need, the sale will come naturally.
Permission
Requested
The Internet has brought about a much more courteous form of salesmanship.
Selling with permission, rather than intrusion. This means that you must ask
for permission when the opportunity exists to do so. Take advantage of every
conceivable opportunity to gain that permission both on your website, in
person, and by email requests. If a prospect enters your site on anything
other than the loading page is there a subscription box to your newsletter
inviting them to subscribe? Do you even have a newsletter on your site? If you
don't, you are missing a big opportunity with every visitor that comes to your
site and then leaves. How will you locate them again?
When real time, in the flesh, business opportunities come your way are you
armed to invite? At business organization meetings, associations, etc. have a
business card on hand that includes your website and a free invitation to
subscribe to your online newsletter. One businessman I know builds his
subscriber base by 500 each and every month with this simple technique. So,
don't forget the real world or they will forget you!
When email inquiries arrive in your e-box, always include a sentence in
your reply that invites them to subscribe to your free newsletter. This will
enable you to continue being in contact after, and if, initial email contacts
do not result in a sale.
The selling process has changed. It has become much more sophisticated and
consumers have become smart and more assertive in their choices. This means
you must become more knowledgeable and authentic to create the kind of sales
that stick. In many ways, it's become a nicer way to do business and more
enjoyable for all concerned.
About the Author:
John D. Schultz is the owner of
WebmasterBids.com, the only site that allows you to increase your profit
margins by selling all of your website or newsletter's unsold advertising
space. Just Like EBAY! But for Webmasters and Website Owners ONLY! Try it
today at http://www.webmasterbids.com/
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