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First
– here’s the Golden Rule of Sales.
Everyone
in your business who has anything to do with customers
needs to know how to sell. If they don't, you’re
throwing cash out of the window.
What’s
the point in spending another penny on brochures,
advertising and websites if your team does not even
know how to get people to buy stuff?
We’re
not talking about days of sales training. We’re
talking about having your people understand the very
basic principles of how people make buying decisions.
You can show them in a couple of hours. If they all
put it to practice your profits will increase
exponentially.
Chris Cardell has trained hundreds of people in Sales
and Influence from small businesses to blue chip
companies.
Here
are a few fundamental principles of Sales and
Influence.
- You can’t sell
to someone if you’re not in rapport with them.
One of the best ways to establish rapport is to
speak in the same way they speak. Speak at the
same volume and speed and if you want to have some
real fun, breathe at the same rate they’re
breathing. Sounds weird? That’s why most people
don’t do it and just get average results.
- Ask Questions.
It’s the best way to establish your
customers/clients needs – and meeting peoples’
needs is the key to selling. Don’t start telling
people about what’s great about your product or
service until you’ve asked questions to find out
what’s important to them about what you’re
selling. If someone comes to buy a car from you,
how do you know what’s important to them about
the car? It could be the colour, it could be
safety, or what the CD player sounds like. So ask.
- Learn to love
objections. If someone says that what you’re
offering is too expensive or they can’t afford
it, you’ve virtually sold it to them. Why?
Because they’re telling you they want it. But
there's an objection – money. You just need to
re-establish the value of what you’re offering.
Get together with your colleagues and come up with
the most frequent objections that you all hear.
Then come up with great answers to them. This can
increase sales by 20-40%. You can get more leading
edge sales skills from Chris Cardell by joining
our FREE VIP Newsletter below.
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