Many of us get into selling entirely by accident and many of us are petrified of being sold to. But selling is just a conversation – it is as simple as that. But selling is a conversation with a purpose; selling is a conversation at the end of which someone makes a decision. As a salesperson, you need to guide the conversation to a point where somebody can make a decision and that is the only thing to it. It’s deciding when is the end, and how much information do you need, to buy?
So, it’s a conversation between people, which means you need to ask as many questions as you’re giving answers because in order for a customer to make a decision, they need to have all of the facts and figures. Yet, when they come to you when you first meet them, they don’t have any questions because they don’t know, yet, what it is that’s missing in their framework, and that’s why it’s a conversation. You need to explore what they know, and what they believe in order to fit the new information in so that it makes sense to them. So, giving your blanket product information and the Ten Top Benefits of buying my teaspoon is not a conversation, and therefore, it’s not selling. You need to find out, first, what they know, what they believe, and why they wish to buy one. And then, you present your information.
Emotions in Selling program provides lots of various, specific things about how to converse, how to provide information, and how present yourself in such a way that engenders trust. Because if they don’t trust your information, then they won’t accept you.
Selling is a conversation – it is as simple as that.