subject: Four Techniques for Professional Salesmanship [print this page] Professional salespeople know more than just the products they sell. They are psychologists that can get into the prospect's mind and change their doubts into acceptance. It's this knowledge of how the mind works that makes more money than most other professions.Today's buyer is more sophisticated in what he chooses to buy and far more skeptical on what he sees and hears whether it's presented on yelevision, print or on the Internet. The Internet makes it easy to do business anywhere on the globe. Few salesmen will ever meet their customers as their customers may live in the farthest corners of the world.The Internet presents new challenges and require different sales techniques. Words are the primary method of getting a sales message across and those who know how to convince the client to buy at the other end of the monitor make far more than the door-to-door salesman of yesterday. But catering to a worldwide audience can be tricky.If you want to make a career from selling, you need to answer four key questions that can improve your sales dramatically.1. Ask Yourself What is the Most Important Benefit of Your Product? People buy out of emotion. You need to know what those emotions are and cater your product to satisfy their desire. Some buy out of fear, while others look for prestige and status in their community. Your job is to do some research into the target market you want to sell to. Only then can you construct a sales plan that appeals to the buyer's emotions.2. What Common Mistakes Do Your Competitor's Make When Selling Their Products? You're not the only one selling the same product. While you do need to know your customer and his needs, to be an expert salesman you also need to study what your competitor is doing. If their sales are strong, you need to find out why so you can employ the same sales techniques into your sales routine. If their sales are mediocre, you can make improvements to their sales methods so you can earn the lion's share of profits.3. How has the Needs of the Customer Changed Given the Economic Climate? The sales technique that drew in multiple buyers yesterday may not work today. As a professional salesman, your job is to stay abreast of those changes that impact your bottom line. Professional salesmen manage to thrive in bad economies not because they sell their products cheaper, but because they are attuned to the new needs of their customers. The price may remain the same, but the salesman knows how to sell the idea that the customer would be better off spending the extra dollars than if he passed on the offer.4. What Changes are you making to meet the new sales environment? As a salesman you need to be on the outlook of the ebb and flow of buying trends if you hope to continue to prosper. Major companies are always looking to add improvements to their product lines. They always improve product lines or come up with new products that cater to the changing tastes of the customer. Of course, the salesman is on the front line of every business and has to relearn his product as well as change his sales presentation to meet the customer's needs.These four questions are most important if you hope to make a good living in sales and they can be applied to every situation, whether you sell the product door-to-door or online.
Four Techniques for Professional Salesmanship
By: Mario Carini
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