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Entrepreneurs will need to learn direct selling

By Edited Aug 15, 2015 0 0

Entrepreneur and selling you product or services


If you are an entrepreneur or just setting out there is one
skill that you are most certainly need to learn and learn  quick and that is the skill of selling, unless
you have a product or service that customers are beating your door down you
will have to learn to sell.

The good news is once you learn you will be streets ahead of your competitors.

Companies larger than yourself don’t invest the time in their salesmen, most organisations run a short and sharp sales training programme for new salesmen and then let them loose.

You as an entrepreneur have the edge for one reason and one reason only “It is your product”

Most companies spend very little time on product knowledge, the training will be “read the literature and ask any questions on the areas you don’t understand”.

 

Now consider what you know It’s your product if you don’t know it better than anyone you are seriously in trouble!

 

Now what you have to learn is to sell, don’t be afraid it’s easy with these 8 easy steps



STEP 1

 

Prospecting

 

STEP 2

Making appointments

STEP 3

Presentation

 

STEP 4

Trail Close

 

STEP 5

 

Handling objections

 

STEP 6

 

Closing

 

STEP 7

 

Consolidation

 

STEP 8

 

Ask for referrals

 

These 8 steps are the foundation of any structured selling process which all professional salesmen use daily,

 

There are thousands of Books and audio products that will claim to “Teach you to sell”

 

I am a very firm believer that people buy from people and the 8 steps when slowly learned will give you the edge on most of your competitors.

 

STEP 1

 

Prospecting looking for new Customers, every opportunity take names, addresses and contact details, most businesses now have a web site which will give plenty of information which you can then establish if your
products are suitable.

 

STEP 2

 

Making appointments can be very daunting when first starting your business but unfortunately this is a skill that must be learned,
the most common mistake any salesmen will make is not making appointments with
the decision maker, one he or she is able to purchase, don’t fall into this
trap, unfortunately you will, we all have

 

STEP3

 

The presentation should be very easy for you, but be very careful not to cut corners, don’t get complacent “you know all there is to know, they possibly don’t”.



STEP 4

 

A Trail class is just simply asking for the order after your presentation, some salesmen are afraid of rejection and will just wait until the client says yes.

 

If you get a firm yes just move straight to number 7, normally there will be a series of small objections, on no account move on until you have answered all questions.

 

STEP 5

 

This is the serious part of the sales presentation your client will put up barriers and you must be prepared to cover all and every problem they have, just be honest, explain again if necessary

 

STEP 6

 

When you are confident that all the objections have been answered ask for the order again, if you still have not got that vital “yes” never leave the door closed to return again, not everyone sells on the first
visit.

 

STEP 7

 

When you have sold you must consolidate the order, don’t rush off, stay a little longer the client will consider that all you were interested in was his order if you just rush away.

 

STEP 8

Ask for referrals they may know someone who could benefit from your services, there is no better prospective customer than one who has been recommended to you.

 

At this stage the selling circle continues and you are back at Number 1.

 

I have only touched the bare bones of teaching you to sell if there are any questions I can help with please leave a comment or if you would like a one to one please contact by email davidjpmcintosh@yahoo.co.uk there will be no charge for any of my services, but with your permission I could use some Q&A on my website.

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