Why Y ou S hould L ove Selling and How to Do It!. Sarah Short www.sarahshort.co.uk. The Salesperson. We know them well!. We don’t want to be one!. Time for your input!. Why do we hate selling and sales people?. Why do we hate salespeople. They are con merchants They are liars
We know them well!
We don’t want to be one!
Why do we hate selling and sales people?
They are con merchants
They are liars
They trick you into buying things
They force you to buy things you don’t want to buy
They are only in it for the money
Business Development Manager
Or, my favourite:
Wait for it……..
Customer Solution Specialist!
What do salespeople really do?
Provide products/services that fulfil a need (which may or may not be known to the customer)
Provide products/services that solve a problem
Provide products/services that make people feel good
Help with a decision making process
My time/ability as a project manager
My time/ability as a sales person
My time/ability as a business coach
My time/ability as a trainer
What do you sell?
Project management buyers buy organisation, clarity, peace of mind
Sales buyers buy an increase in their product sales
People who buy my business coaching buy their own success in reaching their business goals
You are buying knowledge. In this case, of how to sell your own products/services
What do your customers buy?
How do you know?
What do you sell, revisited?
Now for the HOW!
Match benefits (not features) to customer needs
Love your product
Stay up to date with your industry/field
Watch for buying signals
ASK FOR THE SALE!!
Selling is an art, which takes practice to perfect
We are lucky to have our own things to sell
Sales people are people people
Remember – people buy people
How can you NOT love selling?