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What Are You Selling?
Guest articles > What Are You Selling?
by: John Boe
When I ask sales reps to boil down the entire "selling process" into a one
word answer, I get a wide variety of interesting responses such as service,
education, or consulting. Seldom do I get the answer that I'm expecting to
hear...relationship. Regardless of your industry, at the end of the day you're
in the "people business." As the old saying goes, people don't care how much you
know until they know how much you care.
The key to making a successful sale is not a transfer of information, but the
establishment of a working relationship. Most sales reps shoot themselves in the
foot by trying to close a sale too quickly without first taking the time to lay
a firm foundation of trust and rapport. This oversight is the equivalent of a
construction worker being in such a hurry to get the walls up and the roof on,
that they forget about pouring the concrete foundation.
To build a quality relationship with your prospect, you must sell three
things in a specific order. Step one sell yourself, step two sell the quality of
your company, and step three sell the value of your products and services. If
you have trouble making a favorable first impression and can't effectively sell
yourself, there's really no need for you to move on to steps two and three
because you haven't established trust and rapport.
Here are some time-proven suggestions to help you successfully transition
through these three critical steps and close the sale.
Keys to selling yourself:
Keys to selling the quality of your company
Keys to selling the value of your products and services
The best way to turn a prospect into a customer is to remember that you need to first sell yourself and your company before you even mention your products and services!
John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 877 725-3750. Free Newsletter available on website.
Contributor: John Boe
Published here on: 04-Sep-11