Hi,
As we understood from the previous six blog posts that everyone sell, and also that you ought to sell if you want to succeed in your life, let us focus on 'how to sell' in the next few posts.
I would like to share with you the essence of the book 'SELL - As Customers Like It' written by W. E. Sawyer. It is a small book of 135 pages written in simple language. The chapter titles themselves reveal the HOW of selling that could help you increase your success at selling. Here they are:
1) How Are You Going To Get Where You're Going?
2) Do People 'Get You Down' or Help You UP? ..... Selling Can Be Fun!
3) The Golden Rule of Selling.... Stand in the Customer's Shoes
4) Words Are the Salesman's 'Tools of the Trade' ....Use Words as Short Cuts - Not Short Circuits
5) Treat Customers as Brand-Conscious Buyers
6) Treat Customers as Eye-Minded Buyers
7) Ask Questions That Reveal the Full Story
8) Give Product Information Along With the Product
9) Help Your Customers Save Money
10) Make Customers Feel Welcome
11) Prove You are a Salesman ... Your Company and Customers Will Like It.
Let us dig a little deeper into the first chapter of this book. It reaffirms what we discussed in the last 6 posts. Here is an excerpt from the book.
"Everybody worth his oats must earn a living. To earn a living a man has to sell his services. Even a scientist such as Einstein had to sell his services in order to pay for his living. The same thing holds true for the salesman. It just happens that, when a man sells other people's products or services, we pin on him the label of salesman."
"Regardless of our job, the excellence of our efforts in selling our services determines how well we eat; how high our standard of living can be - whether we are selling our skill in mathematics, selling our skill in fitting pipe joints, or selling our skill in selling goods in retail stores."
Sawyer goes on to say that it is better we realise fast how widespread is this need for the ability to sell and how vital to all of us the ability is. He emphasises that 'the ability to get along with others' is an important prerequisite for becoming successful in sales. In order to develop that skill, he suggests the following 5 signposts for us to watch out and learn to improve for better human relations:
1) Develop self-control
2) Appreciate the efforts of others and praise their good work
3) If you must offer criticism, do it tactfully and intelligently
4) Be a good listener - it will not only pay dividends in appreciation from others but in knowledge as well
5) Recognise each person as an individual, as a person with an identity of his own.
In conclusion, regardless of the product or service you offer, your success depends upon how well you SELL - AS CUSTOMERS LIKE IT.
To Your Sales Success,
"Everybody worth his oats must earn a living. To earn a living a man has to sell his services. Even a scientist such as Einstein had to sell his services in order to pay for his living. The same thing holds true for the salesman. It just happens that, when a man sells other people's products or services, we pin on him the label of salesman."
"Regardless of our job, the excellence of our efforts in selling our services determines how well we eat; how high our standard of living can be - whether we are selling our skill in mathematics, selling our skill in fitting pipe joints, or selling our skill in selling goods in retail stores."
Sawyer goes on to say that it is better we realise fast how widespread is this need for the ability to sell and how vital to all of us the ability is. He emphasises that 'the ability to get along with others' is an important prerequisite for becoming successful in sales. In order to develop that skill, he suggests the following 5 signposts for us to watch out and learn to improve for better human relations:
1) Develop self-control
2) Appreciate the efforts of others and praise their good work
3) If you must offer criticism, do it tactfully and intelligently
4) Be a good listener - it will not only pay dividends in appreciation from others but in knowledge as well
5) Recognise each person as an individual, as a person with an identity of his own.
In conclusion, regardless of the product or service you offer, your success depends upon how well you SELL - AS CUSTOMERS LIKE IT.
To Your Sales Success,
With love,
Siva
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