Hi,
The book "The 5 Great Rules of Selling" written by Percy Whiting is a classic published in the year 1947. The ideas presented in this book have become the basis for many training organisations for their training programs on selling skills over the last several decades. The book outlines a 5-step process called A-I-C-D-C-formula for effective sales which is still valid even today.
Step 1) No listen, no hear; no hear, no sale. First, get your prospect's attention. (ATTENTION)
Step 2) No interest, no listen. Make your prospects keep on paying attention. If they become interested, they will gladly listen. (INTEREST)
Step 3) Next you must convince your prospect that it will be a wise move for them to buy your product or service (CONVICTION)
Step 4) Next you must, as a rule, make the prospect want to own it before you can make a sale. You have to arouse their desire to buy. (DESIRE)
Step 5) Finally, you must help the prospect to decide. So, the next step is to ask for the order (CLOSE).
Some more key points for success of a sales person noted from this book are listed below:
1. You can't learn selling in a hurry. You must learn and practice faithfully and patiently
2. Know your product fully. If you don't know it, how can you sell it.
3. Know your customers' needs and wants even before you meet them. Every sale will be easier if you can discover your prospect's chief interest.
4. You have to see your prospect to sell your prospect.
5. Don't lie or cheat to get attention
There are many more lessons to learn and secrets to read about in this book. I shall share them with you in due course of time through the forthcoming posts. If you understand and practice them, you will enjoy enhanced success sales as well as in your personal life.
To your sales success,
With love,
Siva
PS: Your comments are welcome. Let us discuss and learn more.
Step 1) No listen, no hear; no hear, no sale. First, get your prospect's attention. (ATTENTION)
Step 2) No interest, no listen. Make your prospects keep on paying attention. If they become interested, they will gladly listen. (INTEREST)
Step 3) Next you must convince your prospect that it will be a wise move for them to buy your product or service (CONVICTION)
Step 4) Next you must, as a rule, make the prospect want to own it before you can make a sale. You have to arouse their desire to buy. (DESIRE)
Step 5) Finally, you must help the prospect to decide. So, the next step is to ask for the order (CLOSE).
Some more key points for success of a sales person noted from this book are listed below:
1. You can't learn selling in a hurry. You must learn and practice faithfully and patiently
2. Know your product fully. If you don't know it, how can you sell it.
3. Know your customers' needs and wants even before you meet them. Every sale will be easier if you can discover your prospect's chief interest.
4. You have to see your prospect to sell your prospect.
5. Don't lie or cheat to get attention
There are many more lessons to learn and secrets to read about in this book. I shall share them with you in due course of time through the forthcoming posts. If you understand and practice them, you will enjoy enhanced success sales as well as in your personal life.
With love,
Siva
PS: Your comments are welcome. Let us discuss and learn more.
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