Business

The Beating Heart Of Your Business

Selling – there really is nothing to fear

Whatever business you’re planning to start  be it to sell a product or offer a service, you’re going to have to be able to sell, because if you are to survive and succeed your business will have to compete with other businesses. The only way to truly beat the competition isn’t to undercut them or outdo them, it’s to outsell them.

You don’t have to be a sales expert to sell

An expert is often described as ‘someone from out of town carrying a briefcase’. Nowhere is this truer when it comes to the perceived mystery and magic surrounding successful salespeople. All sorts of misconceptions abound with many people believing that if you haven’t got the ‘gift of the gab’, or a ‘killer instinct’ then you won’t possibly be able to sell anything.

The next time you have nightmares about having to do your own selling I want you to know that often selling is nothing more than you being able to ask potential customers one simple question. I’ll tell you what that is in a minute, but first I want to explain what selling isn’t

You visit your local outdoor shop and once inside you’re approached by a friendly and obviously knowledgeable salesperson who encourages you to have a good look around the shop without feeling under any obligation.

While you’re busy browsing you overhear the sales staff answer others’ questions and you’re impressed with their knowledge. You also like the range of canoes in the shop but are a bit unsure about which ones might be suitable for you. So you approach the salesperson for some advice.

WHAT IS THE MOST POWERFUL SALES TECHNIQUE IN THE WORLD?

Some salespeople will never grasp this, because it’s so simple. The most powerful selling technique in the world is to ask for the order.

That’s it. No expertise or killer instinct required. The most successful and simplest sales strategy that you can employ in your business is to say to someone, ‘Would you like to buy it?’ Of course there are lots of different ways you can ask potential customers to buy whatever it is you’re selling, but the question remains the same.

Selling has nothing to do with foot-in-the-door techniques or pushiness. We all know that these so called sales techniques are used by all sorts of individuals and corporations on a daily basis. But the reason for this is because they can only sell whatever it is because either nobody wants it, or it is grossly over-priced.

You won’t have to employ any of these unscrupulous tactics because as a home business you’re going to be offering quality, value-for-money goods or services to people who really need them.

Selling is all about benefits

The reality is that we don’t buy things because of features, we buy because of the benefits that come with owning a certain product or service. One of my businesses is running a gardening maintenance company. Many of my clients lead busy professional lives, which means that they are ‘time poor’. All of them want to enjoy a nice relaxing garden to unwind in, without having to spend all of their free time cutting lawns, weeding borders, trimming hedges and so on.

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