BUSINESS SALES INTRODUCTION SERIES(PART 1)
-September 15, 2010
In addition to Sun Tzu Art of War Introduction Series, I would like to kindly present to you the Business Sales Introduction Series. This is one in many of which I will post. Therefore, I would like to cordially ask my readers to reply whether they would want more articles that would help them in terms of improving their business sales. Otherwise I will move on to writing other business articles.
The Business Sales Introduction Series is, as many would be able to correctly guess, a series of articles based on business selling. Through this series, I would like to attempt in improving anyone who would wish to improve their business selling skills.
To begin this series, I would like to kindly discuss with you all kind folks out there, is the notion of selling. What I am trying to get at is, Doyou know what you are selling? For example, A opens a stand selling hot dogs. So is he simply selling hot dogs or is he selling the convenient location of his stand and that his customers can buy his products and thereby avoid the lunch rush hour?
In other words, most sellers simply sell their product or services, to the buyer for the sake of selling it, and NOT AIMING AT HELPING THEIR CUSTOMERS.
Helping your customers means what benefit(s) would they receive if they bought your particular product or service. Now I don’t mean you just simply highlight the advantages of your product, but you have to translate the benefits of your product to how it will help them. This is a simple but one of the pivotal points in any sells technique that is neglected by many.
ILLUSTRATION
Insurance Man X gives a potential buyer a call. He first introduces himself and how he works at his company, and then he launches a spew of benefits about a particular insurance plan. The buyer then either hangs up or says no, not interested.
What would have worked better at the above scenario is if Insurance Man X does not spew the benefits of the particular insurance plan, but rather fit the benefits of the plan to the potential buyers needs. Lets say, if the particular insurance plan of Insurance Man X gives a small monthly cash bonus after 5 years of joining this plan, and you find out from the prospective buyer has a child who is 1 month old. A good seller would relate the benefit to the buyer, as in Insurance Man X translating how the small monthly cash bonus could be put towards the buyer’s child college fund, or use it as a means to partly subsidize the child’s monthly expenses.
I understand that this illustration may be a bit too simplified, but I am just merely trying to point out how one should convey their products’ advantages to their customers’ needs.
In conclusion, one of the essential points in selling and that most people neglect is relating how their particular product or service would benefit their customer. Therefore, if one really tuly knows what their selling, then the chances of sucessfully selling their product or service will be greatly enhanced.
Once Again, thank-you for the kind comments coming from many readers. If this is a series that you would find useful and would like me to write more, please kindly tell me by submitting a reply, otherwise I will focus my time on writing other series.
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