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How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!
Dear Friend, You #1 weapon in advertising will always be... Superior Salesmanship. I am not a born salesman. If you know my story, I did not even have a word of the English language on my lips when I first moved to North America. (Even now, my spoken English is not all that great and it comes with an accent that would put Arnold Schwarzenegger or Jackie Chan to shame.) No, I wasn't born to sell. I had to learn selling... the HARD way: making embarrassing mistakes, blowing deals right and left, losing clients... and going to outrageous extremes trying to identify the world-class salesmen who would teach me the way to do things right. Well, it's taken a few years... quite a few years, I'll admit, but now I've identified the "tricks of the trade" of selling. What Took Me Years Will Be Yours In 3 ½ Minutes Flat! Tricks of the Trade #1 - People don't like to be sold That's right! Although every year, trillions of dollars worth of goods and services are bought and sold -- billions through the mail alone -- people actually don't like the IDEA of being sold. What they DO like is the idea of OWNING the product, or taking advantage of the service that is being sold. Look at the people in your own life -- friends, family, or business colleagues. Many of them, no doubt, love to buy things. (My girlfriend has a "black belt" in shopping) But I'll bet that none of them like to be sold. In fact, with most people, if you try to sell them something, they'll become resistant. It's a natural response to perceived pressure. In fact, selling may turn-off a prospect who was ready to buy. So if you can't SELL, what you can do is TELL. In order to tell you about my product or service:
This is exactly what you've gotta do when you are writing a sales letter. Don't apply pressure and don't bully your prospect with force. Use a little finesse instead. Don't force it -- romance the hell out of it. If you TELL you, I don't have to SELL you... you'll sell yourself! (And that's killer salesmanship, my friend!) Tricks of the Trade #2 - Hit 'Em Where It Hurts: With each sales pitch you create, you must focus on the need or desire that your product will satisfy. If we only buy what we NEED, there'll be No Rolex, No BMW, No Mercedes, No Botox, and definitely NO Starbucks coffee. We certainly don't NEED any of that stuff, but we WANT them! Here's what most people are looking for in one way or another:
Remember, people buy what they WANT, not what they NEED. Tricks of the Trade #3 - Even When They're Sold, People Need To Satisfy Their Emotional Decisions With Logic Even though people buy for emotional reasons, they need to feel that their decision was backed by solid logical reasons. Think about TV commercials for cars. They offer a perfect picture of "justification." Here's how they work: First, there's a stirring image of the car itself beautiful, stylish, new. (In your head: Wow! That car looks cool...) In the background, there's a mountainous landscape (In your head: Wow! That's rugged... like me!) or a five-star hotel (In your head: Wow! That car would give me status." And, of course, no car commercial would be complete without a beautiful, sexy woman. (In your head: ...let's not go there!) Next, you see an interior shot to show how luxurious your life will be with this car. You get to listen to state-of-the-art sound system. (In your head: Hmm... I can listen to my favorite music.) Then, there's a shot of the car driving by the ocean. Put it all together and you have an effective 20-second movie that's designed entirely to appeal to emotion. But wait, the car commercials don't stop here. Oh...no way. At the end, they "get down to business" with numerous bits and pieces of information the size of the engine, statistics on fuel economy, speed, weight, interior space, rankings in national survey, financing information and customer satisfaction reports, and so on. It flashes by at lightening speed, usually so quickly that you can't read it. But Don't Worry: All This Data Isn't Meant To Sell The Car. It's included to make YOU feel good and justify the decision you've already made. (I'm gonna buy that baby now or when I got some money because it's the SMART thing to do!) The lesson: People CAN be convinced, when the facts are explained, when the risk is taken away, and when their deepest, most selfish desires have been tickled and nurtured and seduced. All right, time's up! Whew... right on time. 3-½ minutes. (Hey, I don't just always "hype" the headline to get you to read my stuff, do I?) Until next time... Dan Lok Copyright 2004 Quick Turn Marketing International, Ltd. About The Author Dan Lok is the World's First Quick-Turn Marketer, with a proven track record of selling over $17.3 million dollars of merchandise and services. He's the rebel copywriter who's created hundreds of money-making ads and sales letter for over 39 different industries. And now you can get inside the head of one of the world's top copywriters without paying a dime at www.QuickTurnMarketing.com
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Coaching The 6 Secrets To Sales Success There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to have. If you honestly are not happy with the results that you are having then you must change the actions, which are producing those results. The following are 6 of the habits, which I have found will rapidly accelerate your sales and income to heights, which only you will limit. The #1 Lead Generation System of Top Sales People Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. Dont Close Your Eyes Or Let Deaf Ears Fall Upon You To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business. Humanize the Sales Process Q & A Three Fast, Short, Simple Ways to Escalate Your Sales 1. Sell an inexpensive product to sell an expensive product. If people like your inexpensive product, they will be persuaded to buy your expensive one. Make Your Prospects Speak You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. In spite of what most people believe, selling is a science. Native abilities can help you to feel more comfortable in salesman position, but first comes learning. You have to build and permanently grow your knowledge and techniques. It's not just about putting up a web site, or using a replicated web site and promoting it to free classified ad sites and FFA pages. It is not just about learning by heart your product and telling to your customers all what you know. The most important part of sales science is to listen. A serious prospect is one who is interested to get what he needs. By the consequence, having some questions or concerns related to your product, he is really interested to find out if your product fits his needs. He will come to you to tell about his questions and concerns. Be prepared to welcome him in silence, selling is not about talking, it is firstly about listening. Pay attention to his questions or concerns. What are his likes and dislikes? Is he motivated by your product price or he perceives the value ? How your product fits his desire for status ? Listen to him is like listen to your market. When is your turn don't start answering, better ask what he means by every question. Make him speak and listen what key words he uses for explanations. Tailor your answer based on the information you gather and be prepared to reply using these key words to emphasize the image of your product. This technique requires effort and practice to be able to leverage its full potential, so take the time to study and practice it. Make your prospects speak and their concerns will do all selling work for you. Three Ways To Get A Prospect To Say Yes To Your Offer Here are three proven ways that will increase your sales: Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. 7 Sales Skills to Improve On The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. A Stupid Question This is a stupid question but it has to be asked. How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. Mortgage Leads Are Like a Box of Chocolates Mortgage leads are like a box of chocolates, you never know what you are going to get. That is why it is so important to do your research before you invest. Multiply Your Sales When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred." How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I did not have any training needs and now I have a shed-load of them? Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales Say What?!? Sales is a Profession? What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful "How to" concepts defined and implemented within the sales profession? These "How to" concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we're doomed to non-professional status. Let me explain. Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings.
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