Sellers are among us. Actually no, we are all sellers. You only have to look at the matter from the appropriate point of view to be a good seller. To do this at the beginning you need to answer one question – what is sale?
Of course there are many definitions of sale; however I would not focus on explaining the concept, but rather its essence. From this point of view, the sale is a process in which a customer purchases a product or service. In addition, it is a set of operations that the seller performs to simply sell the product. It should be noted that the method of execution of these tasks, can be learnt and that only in a few cases, it is a natural gift, and even if it is, it must be nurtured and developed. If one person could effectively sell something, it means that there is no impediment to another person to do the same.
Despite appearances, sale does not occur only when something is physically acquired. It is part of our life and accompanies us every day. Each of us is a seller. Better or worse, but we are. You sell at the time, when you meet another human being. You sell the most valuable product you can offer, because you are SELLING YOURSELF! Perhaps it will surprise you, but this is how it really works. You confirm that by your gestures, dress, smile and tone of voice. We behave differently alone and when we are in the company. I will expand this topic.
A great example to prove this thesis is… a date. When two people are going for a date, they try to introduce themselves as attractive and acceptable to the other party. So they sell themselves as a potential partner. The situation is similar for an interview. The employer presents his company in the most attractive way, and the job applicant presents himself in the same way. Is not that a mutual sale?
Let us go this path on – what politicians do when during the election campaign they are encouraging us to vote? They usually sell a vision of a better future in exchange for votes. TV presenter sells image on the air, radio speaker sells voice on the radio, teachers sell us their knowledge, and the priests – Word of God.
So if someone says, “I am not a salesman, I cannot sell,” that is probably because such person does not understand the sales process. Because we do it every day! Even when we meet with friends and we are convincing them to our points – we are selling. Maybe it sounds a bit rough, but the truth is that we are not able to escape from sales. So it is better to use it in order to achieve adequate profits.
A good seller should follow two fundamental rules of sale.
The first of them, the seller does not sell just the product – but he sells its benefits. Basing on the example of the car, everyone knows it, most people even have it. Bad seller tells us about the car, what it is made of, what its engine is, etc. Of course, it may be useful, but it is not always necessary. A good salesman will tell you about standing and freezing at the bus stop, knocking about in the public transportation or in the train. Such seller will tell you that you will be able to sleep better because you will get to work faster. Cosmetics seller will tell you about the visible effects that you get by using the selected preparation, rather than bore you with recipe, which you will not remember.
However, the second rule of sales is to allow the customer to decide independently about the product, rather than forcing our client to buy it. There is no denying that customers like to decide for themselves what they need and what they do not. Therefore, a good seller so lead the conversation with the customer, that the client notices problem and wants to fix it by using the product or service offered. A very good example to illustrate this process is selling Rainbow E2 vacuum cleaner offered by Rainbow Sp. Ltd., of course, in the MLM. Namely, the seller does not tell the client about the benefits of this vacuum cleaner, but rather tells him about the problem of lack of it. When the seller cleans carpet, which according to the customer has been cleaned and there is no dirt on it, the seller by showing the difference between the old cleaning, and described vacuum cleaner made the customer to come to the conclusion that the problem exists, and that if he wants to live in a clean area, he must solve it. And now it is only one step from buying a vacuum cleaner.
Of course, given rules are not enough to be a great seller. However, they are crucial for the further develop of your selling skills and, more importantly, to achieve success.
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