Selling The Basics
Selling The Basics
Vera Hughes (Co-author Teach Yourself: Setting Up A Small Business) gives expert video advice on: Is there a method to selling?; What research can I do?; What must I know about the product I am trying to sell? and more...
Is there a method to selling?
Well, there's not so much a method to selling as a process. But if you follow the process and you'll probably find out you can sell quite well. And this process breaks itself down into roughly five stages. First of all, there's the approach and preparation. You need to know what you're doing before you ever meet your customers or clients. Secondly, you need to establish what their needs are. Unless you understand what they want, then you can't continue the process. Then you need to match your service or your product to their needs. And finally, of course, you need to close the sale.
What must I know about the product I am trying to sell?
You need to know what it can do and what it can not do. You need to know what it is made of, sometimes the coloring if that is appropriate delivery dates if that is what you need to know. Of course the cost, method of payment, as much as you possible can about your product or service. But the real secret is to believe in it and to promote it. To be sincere about it and to be enthusiastic about it. That's the love of the matter.
What targets should I set myself?
It's always a good idea to have targets. If people are coming to you, well then you may well have a target of making sure that every customer goes out very happy with the service that you've rendered, even if they don't buy anything. But if you're going to other people, then set yourself realistic targets. Now on the very first meeting, you may well not be able to close the sale but you'll probably set yourself a target of at least taking the process along and making sure that you set up whatever the next step is. Now that next step may well be another meeting. Now at future meetings that's when you may be able to close the sale or perhaps introduce something new. But do set targets that you think are reasonable and that you can achieve and then, of course, when you've gone back to your place of work later on, see if you've met those targets.