BASICS OF SALES

One trait that every salesperson can use to be successful is to sell prospects through their senses. Seeing, hearing, touching, these are all part of our senses. By appealing to these senses you can make it easier for yourself to sell and for the customer to buy.

1- The Sales talk.
A great description that I heard one salesman give of another was this, “ He gets paid by the word”.
Think about it. A salesperson should say only what is necessary to explain their product or service fully and no more. You can loose a sale more times by saying too much than by saying too little. I have listened to innumerable salespeople who have talked right over an opening to close. They weren't aware that the prospect was ready to be closed because they were too bust talking. They weren't finished saying what they wanted to say so they continued on. (Refer to my blog dated June 15th-Listening)
Use simple terms, supplement them with literature, portfolios, or product demonstrations that will help the prospect understand you better, then stop talking. Stop talking.
Your sales talk should be simple and easy to listen to. Less is more fits this scenario perfectly.

2-Selling using the sense of sight.
Did you ever hear the expression seeing is believing? Sight is 20 times stronger than hearing the spoken word. The larger percentage of all impressions that are retained are secured through sight.
Literature, portfolios, hand written statements should always be used when possible to attract the prospect's attention and hold their interest.
Sell while using diagrams, sketches etc. One point to take note of is to do this slowly. Don't rush while using diagrams or sketches and make sure you always have the prospect's attention while you are doing this.

3-Touch.
Definitely let the prospect touch the product, but only after you have finished explaining it. You don't want to lose control of the interview. The sense use of touch is strong and the prospect should be able to get a sense of how sturdy, uncomplicated, durable, and easy to use the product is. This once again has to be controlled until the product is fully explained and after the spoken part of the presentation is completed.

We all use our senses in life to help us. Use them during your presentation to help you.

Thank You
Joe D'Ambra
www.basicsofsales.com
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