Selling is more than just describing the features and benefits of the products, services or goods to a potential consumer. It’s about following a process that takes someone from being a potential buyer into a customer. A great sales person will take this process and combine it with their own personality, connecting with the prospective buyer and making them decide that they want to do business with you.
In a recent article in Forbes called, “To Increase Revenue Stop Selling”, the author covers the importance of not just selling your products to make your business successful, but about actually connecting with and developing relationships with your customers and prospective customers. Understanding the importance of relationship-building with your customers is the major difference between companies that are thriving in today’s economy and those that are not. Consumers want companies that they can trust and that are not just in business for the sale.
Here’s an excerpt from the article worth considering:
Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me – it won’t work. An attempt to sell me insults my intelligence and wastes my time. Think about it; do you like to be sold? News flash – nobody does. Now ask yourself this question, do you like to be helped? Most reasonable people do. The difference between the two positions while subtle, are very meaningful and powerful.
Success Unlimited II, Inc. and Dale Carnegie Training of Central & Southern New Jersey are pleased to present Sales Success – – a 3-day training course intended for new and experienced sales professionals coming up on June 5th, 12th and 19th. This 3-day course features the dynamite combination Jeffrey Gitomer and Dale Carnegie Training to help train professionals on the attitude, confidence and systems needed to become an award-winning salesperson. As Jeff says, “People don’t like to be sold, but they love to BUY!” Let Jeff Gitomer and Dale Carnegie show you how to tap into the desire to buy in a way you never could before.
In this course, you will learn how to:
- Build relationships by giving value first
- Uncover buying motives to attract sales success
- Target the best opportunities in your network for repeat business
- Build alignment with buyers
- Effectively utilize business social media for sales
- Confidently counter your most common buyer objections
- Understand and act on buyer signals
- Identify commitments that earn the sale
- Ask for the order
- Manage relationships after the sale
- Create customer loyalty through service excellence
For more information and to register, click here.
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