If you've ever sold anything, then you know that it can be tough. Trying to convince somebody you've just met why they need to use the latest widget is a difficult process. It involves a lot of rejection, and a lot of effort.
Most people will tell you that it's just a numbers game. Talk to enough people, and you'll eventually make some money. Do it long enough, and you can figure out how many people you've got to approach or call in order to make a sale.
From that, and knowing how much you'll earn per sale, it's just a matter of arithmetic in determining exactly how much work you've got to put in to earn the salary you want.
The problem with this is that getting rejected for a living is tough on the ego. Even if you know you're going to get a paid a few hundreds bucks for every five hundred people you talk to, some of those people can be pretty nasty. And you start to wonder if you'll ever make it to your next sale.
Luckily, there's an easier way. One that is much more likely to result in a sale. Instead of pitching the same product pitch time after time, talk to the customer about what they want. Find out what's important to them. Then it's just a matter of matching the features of your product to the needs of your customer.
This works for two reasons. One is that almost nobody talks to people in a way that elicits their true criteria. Everybody is either telling them what they want, or telling them what to do. When you ask your customers what's important to them, they will stop and pay attention.
The second reason this works so well is that you'll be linking your products features and benefits directly to the needs of your customer. Instead of trying to convince them why they need it, you'll be showing them exactly how it meets their needs.
Because you took the time to find out what's important, it will seem much more personal and specific. They won't feel they are being sold a "one size fits all" widget they don't need anyhow.
If you try this, you'll be surprised how easily it works. You'll build a much stronger connection with your customers, and you'll make a lot more sales. So much that you'll find yourself with a lot of time off.
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