How persuasive are you when you believe in what you are selling? Think about the last time you recommended a movie or a restaurant to a friend. Did you feel self conscious or apprehensive about putting your case forward? How much passion and enthusiasm did you exhibit whilst presenting your reasons why they should go?
Have you ever noticed that even if the response we get back is somewhat negative we still keep "swinging" and easily counter any concerns or objections? Many times it is simply our enthusiasm that encourages them to give it a go.
Have you ever tried to sell something or convince someone about something, which you did not believe in? It's pretty tough going isn't it? So when it comes to selling, is it possible to persuade without believing in the products or service that you offer? Chances are good that you can probably muddle through for a while, but, over time, because you feel as though you are lying your ability to sell effectively will be hampered.
"You'll never sell a product you don't like and don't believe in." This is one of the golden business rules that comes straight from Donald Trump's TV show "The Apprentice." Belief is one of our most powerful persuasion tools. With strong belief in your company and the merchandise you sell, you can pretty much sell to anyone.
On the other hand, where a conviction or belief is lacking you will stumble and fall at the first roadblock the customer places before you. One of the main reason salespeople struggle to overcome issues and questions around price is that they are unable to see the difference between what they have on their shelves and the products of their competition. "It's not the how that empowers you... It's the why!"
How well do you know your product? How well do you know the services and merchandise of your competition? How much of the merchandise that you sell do you own? One of the greatest retail sales people I met sells more top priced branded jeans (between $400 & $500 ea) than anyone else in his company. When I asked how he did it, he replied, pointing to a pair that he was wearing (He also happens to own several pairs) and said," I just sell the love!" The more you believe in what you sell, the more you will sell.
As one of Australia's leading authorities and coaches in sales management, Ian Segail has been involved in the coaching, training and development of sales managers and salespeople for over two decades. Drawing on 25 years of experience in sales, sales management and leading an HR and training team, Ian brings a strong dose of fiscal reality and practicality to his works as a Sales Performance Coach. Engaging directly with business owners and both novice and experienced sales managers alike, across a wide variety of industries and selling disciplines, the focus of Ian's work is to transform sales results for companies by improving sales management practices. Ian is the author of "Bulletproof Your Sales Team - The 5 Keys To Turbo-Boosting Your Sales Team's Results" and a number of business articles, business reports and white papers including "The fish stinks from the head!" and "Why Sales Training Doesn't Work." Ian has an insatiable hunger for studying selling and people management and has passionately pursued answers to the question "How come some people can sell and most can't?"
He can be reached via http://www.salestutor.com.au
Article Source: http://EzineArticles.com/?expert=Ian_Segail
I hope you find this useful in your own sales approach. Take time daily to refine your goals within your selling and to study both your market and the applications within your market of your product. What problems can you solve for the clients you will meet today? Believe, enthuse, impart, share: see the world through your clients eyes and present the benefits of your product as he wishes to understand them in order to seal the sale.
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