UPPER-HAND SELLING STRATEGIES
By Jim Meisenheimer
Sounds evil, doesn't it? Well it's not meant to be. The buying and selling process
are seldom a 50/50 proposition. If there is an edge, I believe it belongs to the seller.
Saying it and achieving it are two different things.
If you want a mutually successful outcome with your potential customers try to gain
the upper-hand in these three critical areas.
Knowledge - Find out all you can about your potential customer's business,
problems, industry, their customers and even something about their personal interests.
The internet makes this quite easy. Also check on-line magazines for what they're
saying about your competitors and customers.
Become a student of selling. Invest 30 minutes each day acquiring new selling skills
and ideas that can be applied to your sales career. Create a file for these and related
topics: time management, attitude, goal setting, negotiation, handling objections,
closing, presentation skills, probing skills, change, telephone selling, sales force automation,
internet selling, networking etc. Read and save all you can about these subjects and
you'll see dramatic changes in your personal performance.
Communication/language - The words you use to ask questions, make presentations,
and submit proposals paint a picture of you. When you speak, what do we see? If all your
words are improvised on the spur-of-the-moment, you become the great improviser.
Choose your words carefully. Learn to play with words, whenever you want to make a
better impression. Create a list of power words and attempt to weave them into your
sales presentations. Your words say more about you than the Georgio Armani suit you're
wearing. The suit creates an impression and your words confirm it - maybe.
Proper language is the real key to your success today. In addition to the above, you rely on
language to converse with people. You use language on the telephone, to leave voice-mail
messages and e-mail messages. The letters, memos and hand-written notes consist of
well chosen or randomly chosen words.
It's amazing to think, that all words are derived from the 26 letters of the alphabet. There is
nothing more powerful and eloquent than a well chosen word. Choose yours carefully. Think
before you speak.
Relatability - The role of today's sales representative is changing dramatically. Lone ranger
selling is definitely out and team selling is in. Getting to know and being able to relate to large
groups of internal and external customers is a prerequisite to achieving selling success today.
There's more psychology in selling than features and benefits. Pay attention to people. Discover
what makes them similar and what makes them different. Relatability follows understanding.
You can't hope to relate to different people with attempting to find out what makes them tick.
There are three keys steps to being able to relate to a variety of people.
- Real achievers know themselves.
- Real achievers know their customers.
- Real achievers adapt to their customers style.
When you combine knowledge, communication skills and the ability to relate to others you
step to the head of the class. Don't be too busy to acquire new knowledge daily. Don't be
too busy to prepare and practice your language skills. Don't be too busy to attempt to relate
to all people, especially those who are different from you. Don't ever be too busy to make
your personal growth and development your number one priority.
Don't play the lower-hand if you want the upper-hand.
Let's go sell something . . .
Jim Meisenheimer
Creator Knockout Selling Skills
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