4 Strategies for Selling Success

4 Strategies for Selling Success

I read this amazing article by Brian Tracy, "4 Strategies for Selling Success".  This information is valuable to me because of my work with Russell Brunson and the DotComSecrets Local team so I wanted to share it with you.  Success is attainable if you are willing to learn and apply what you learn.  Here's a key thing to remember though, don't wait to take action until you know everything about your products or services, because in reality, you will never know everything.  In my business, Internet Marketing, there is so much to learn and so much value to bring to my clients, that it is in my best interest and theirs that I understand the multiple channels that they can take advantage of and be able to explain how these channels can help them get more leads and make more sales.  Things change rapidly and new channels come to the market all the time, so I'm always learning and that's what makes me the best.  If I didn't take action until I knew everything there was to know about Internet Marketing, I'd never take action.  I'm not saying don't learn and don't become an expert, I'm saying continue to learn and develop as the expert in your field and before you know it, you'll be dominating your local market!  Enjoy Brian's article and more importantly, put these ideas into action today!

Kris Tomb

CasualMarketingUSA.com

4 Strategies for Selling Success

As a salesperson, the first thing you need to do, is view yourself as a consultant.

One particular self-image attribute, possessed by high-achieving salespeople, is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer.

There are four strategies that effective people use to become the best in their industry.

Strategy #1

The first strategy is the “approach.”

Effective salespeople approach people as “clients.”

They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal.

Strategy #2

The second strategy is to ask Questions and listen carefully.

Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer’s situation so that they can make intelligent recommendations based on what the customer really wants and needs.

Strategy #3

Third, you must become an expert in your field.

As consultants, the people who become most successful are those that recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they are offering. They have excellent product knowledge which their clients can sense, and which gives both their clients and themselves greater confidence throughout the sales conversation.

Strategy #4

Fourth, you must be able to differentiate yourself from your competitors.

Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true.

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, see yourself as a problem-solver rather than as a salesperson. Take sufficient time to understand the prospect’s real need before you start selling.

Second, think of ways to tailor your product or service to your customer’s needs so that he sees what you sell as the ideal solution for him.

Brian Tracy
briantracy.com