Areas to Control I-Z



Control - Sales

Control Techniques in Selling
Here are some of the basic techniques and guidelines that most salespeople will benefit from.

  • Make sure that you focus on the needs of your client with your product and satisfy that alone. It is no use selling something that they don’t really need.

  • Make sure that you use language that will focus on your customer and it is language that they will understand.

  • Point out the benefits to them such as saving money or increasing their profitability. They need to see the bottom line.

  • See if your products will meet the emotional side of their present situation. For example, they may be stressed out about a particular thing at the moment, and if you know this then you may be able to come up with a solution that will help them. Even if you don’t sell them a product you will be rewarded later on with loyalty from that client.

  • See what your potential customer’s priorities are. If you have been listening to them and have worked out what they need but they are still not ordering, then forget about your sale for that time. Make sure you schedule a call back later on when they have a better chance of responding to your offer because their previous priorities have now been completed.

  • Make sure you don’t rush the customer. Give them time to consider everything and in that way you will have someone that is truly satisfied.

  • Make sure all the promises you make are followed through.

  • Make sure that the success of your client is the main focus of your presentation. If you are able to give them value then that will stand in good stead for you.

  • Do not make excuses. Come up with explanations and solutions for their needs.

  • Be aware of what is happening in the marketplace. You need to know all about your products but you also need to know what is happening in the market so you can help your customers make good decisions.

  • Make sure you don’t sell the product. Everything involved in selling involves selling the benefits. Your client is interested in knowing what the benefits of your product are to them and once that is settled they will buy.

  • Make sure you deal with their objections by focusing on why they should buy your product.

  • Get to know your prospective customer. This could mean doing a little bit of homework before you approach them. The fact is, a lot of people like talking about themselves and their business and this could be the door opener for you to present your product to them.


Control Your Fear of Selling
Many business people freeze when it comes to the function of selling. They know that they need to sell their products in order to succeed but find this area very stressful and unpleasant. Here are eight tips that may help you to overcome your fear of selling.

  1. Be enthusiastic about what you offer. One of the best techniques to overcome your fear of selling is to love your product. If you are passionate and are enthusiastic then it will show through.

  2. Find out the source of your fear. You need to delve a bit more and find out exactly why you have this fear so that you can deal with it.

  3. Dealing with past rejection. A lot of people have a great fear of selling because they are afraid they will be rejected. There are strategies to put in place to deal with this rejection and once you are able to win on one incident then your confidence will grow.

  4. Start off in a small way. Sometimes people tend to tackle projects that are too big in that they cannot comfortably handle it. If you want to overcome your fear of selling start off small. It is a good idea to sell to a few trusted friends or people that you know will listen to you and not reject you straight away. Slowly build up your confidence.

  5. Share information. If you have a fear of selling maybe a better option is to look at it as sharing information. In other words, tell someone about the product without trying to complete a sale from them. Slowly you should move into being able to sell from that. After all, selling is basically sharing information and showing the people that this product that you have will meet their need.

  6. Be focused. Keep reminding yourself of what your objective is so that you can keep coming back to it when you feel the fear rising. Tell yourself that conquering your sales fears will enable you to reach your goals and just keep moving ahead on that basis.

  7. Try and approach it in a relaxed manner. In other words, look at it from the perspective that you do not have to sell. Make it into an area that is fun or pleasant. Find an interesting way to share your knowledge or passion with people without having to take on the pressure of achieving a sale in that particular case. In other words, make it a fun thing.

  8. Practise. Like anything else practise makes perfect. The more you slowly practise your selling skills, the easier it will become.