1 Selling Features And BenefitsOne of the greatest misconceptions about selling is the notion of selling features and benefits. Today, selling F&Bs is old technology. Unless you're selling a small inexpensive product or service that is usually bought on impulse, bringing out F&Bs early in your presentation will actually cause objections...especially price objections.
Instead, it's far better to first explore the needs of your prospect and then match those needs with the benefits of your product or service. The best place to match needs is usually in the "demonstration stage" of the presentation.
2 Making Cold Calls
Unless you're brand new in sales, making cold calls is one of the quickest ways to blow you right out of the selling industry. Why? Because of two reasons:
a. It's the most stress related part of selling because of the anticipation and reality of constant rejection and abuse.
b. I don't know about you, but being required to make cold calls everyday would be like being sentenced to prison. Ugh!
The good news is that there are much better ways for you to "attract" your ideal clients and customers without feeling uncomfortable in the process. To attract qualified leads, consider the following: sales letters, free reports, newsletters, joint ventures, database marketing, endorsements and especially...servicing the clients and customers with whom you already have a relationship.
3 Being Enthusiastic
Yes, you heard me right. Displaying excitement around a prospect in the beginning of a sales call turns most people off, off, off! Boy, they can see that pitch coming when they see that great big stupid, fake smile with those hyped-up phrases and adjectives like: "you're in for a treat; it's awesome, fantastic, great and you're gonna love it!" This selling mistake is especially common with people new to sales. They don't have a clue that this kind of ridiculous behaviour actually works against them instead of for them. When I see this glazed ov.....Click here for access to the rest of this article ->
Authors Bio Details:
Copyright 1999 by Sales University. All Rights Reserved. Hilton Johnson, The Sales Coach Sales University "Sales Coaching For People Who Don't Like Selling" hilton@salesu.com http://www.salesu.com Phone: (USA) (954)491-8996 Fax: (USA) (954) 491-7647 Hilton Johnson, The MLM Sales Coach(tm), is also the co-founder of MLM University(tm)-a sales coaching organisation for "Network Marketers Who Hate Selling(tm)." MLM U shows network marketers how to ATTRACT their ideal distributors and retail customers with "Selling By Attraction"(tm) instead of by persuasion and manipulation. To receive the MLM Sales Coach Newsletter FREE each month by email and/or to participate in a FREE introductory class by telephone with Hilton on "Selling By Attraction," contact MLM University at http://www.mlmu.com, email: hilton@mlmu.com Phone: (USA) (954)-491-8996.
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This article has appeared in either Small Business & Home-Based Income Magazine or Australian Business & Money Making Opportunities Magazine which are available from all good newsagents across Australia or the article may have been received as a freelance online submission to the Home Based Business and Work From Home Articles Directory.
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