Hi Gabriela and fellow SFI Affiliates,
To become a great salesperson you need to read books. There are many available on the subject and you can read a lot but, the main thing is to practice what you learn as PRACTICE MAKES PERFECT.
I thought I might add a bit more detail here to help right now. This is my own original work so please forgive any editing errors.
+++ An understanding of the BUYING PROCESS we, yes YOU and I and every customer, goes through before making a purchase is the most IMPORTANT aspect of being able to sell. If you understand what your customer is thinking and what their next step will be you will sell more. Here is that process in point form.
1. INTEREST AROUSED - This is the point that you or I become interested in purchasing an item or service. It could be that we have seen an advertisement or, it could be because our shoe is broken and we need a new pair.
Our INTEREST IS AROUSED in making a purchase.
2. NEED FINDING - After our interest is aroused we then then seek information. Will the item be suitable for our needs? Is it the right size and colour?
WE FIND WHAT WE NEED BUT WE HAVE QUESTIONS
3. KNOWLEDGE ADDED TO
So we have found our item but we have questions. A GOOD salesperson will add to our knowledge by answering our questions and concerns. A GREAT salesperson will do this and ADD MORE BENEFITS that we had not thought of.
OUR KNOWLEDGE IS INCREASED - WE ARE MORE LIKELY TO PURCHASE
4. SUITABILITY APPRECIATED
We now KNOW that the item is what we need and want. We can APPRECIATE that it will be suitable because we have gone through the previous steps IN SEQUENCE. If we had not followed the pattern above we would not be where we are now. A GREAT salesperson knows this and will guide us through them.
THE ITEM IS SUITABLE - WE HAVE MADE A DECISION TO PURCHASE
5. CONSIDERATION OF COST
Aha! Here is the one that most salespeople get WRONG! Because we have gone through the above steps and come to the point of considering price the item is NOT being sold based on price, rather it is being sold on the BENEFITS and FEATURES pointed out by our GREAT salesperson in step 3 above. We have already decided to make the purchase, we are only checking to see if WE can AFFORD IT. A GREAT salesperson understands this and will ask you for the label price OR they will ask you what your budget is and base the asking price on your answer. A salesperson who does not understand the buying process will offer lower prices to get the sale, not understanding that you have already decided to buy.
ITEMS ARE NOT SOLD ON PRICE - THEY ARE SOLD ON BENEFITS
6. VALUE APPRECIATED
You have the funds to purchase, you are happy with the item and you are ready to buy. You have an APPRECIATION of the VALUE of the item to YOU. Someone else may not see this VALUE because their needs are different to yours and they have not been through the same buying process you have just been through. This is why some others will see your purchase and say 'I would not have paid that much'.
THE VALUE OF AN ITEM IS BASED ON YOUR NEED AND YOUR BUYING EXPERIENCE
7. A SALE
A GREAT salesperson will make many more sales than a GOOD salesperson because they understand the above buying process that EVERY customer goes through before making a purchase. They can address every step of the process with their sales knowledge, product knowledge and closing skills.
GREAT SALES PEOPLE MAKE GREAT SALES
I hope you and others read this, apply it and make many GREAT sales in the days and years ahead.
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Hi Gabriela and fellow SFI Affiliates,
To become a great salesperson you need to read books. There are many available on the subject and you can read a lot but, the main thing is to practice what you learn as PRACTICE MAKES PERFECT.
I thought I might add a bit more detail here to help right now. This is my own original work so please forgive any editing errors.
+++ An understanding of the BUYING PROCESS we, yes YOU and I and every customer, goes through before making
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