Science of selling: A right way

Introduction

Laymen explanation

Lot many times when you discuss with someone, you have your way of thought and the counterpart has his own way. If you want to put your thought in counterpart mind, you can either do in pleasant way or in unpleasant manner. Morover communication is about sharing of thoughts, not imposing your thought. This realisation makes you win over the long run. This page helps in this direction

Technical explanation

In this summary of How I Raised Myself from Failure to Success in Selling by Frank Bettger, you’ll also learn

• what a salesperson can gain from being enthusiastic;

• how to quickly conquer your fear and move forward; and

• how important it is to remember a client’s name.

Quotes

• If you feel it, you will be it. Fake being enthusiastic until the real energy kicks in and inspires you.

• It’s not about you! Learn exactly what your clients need by listening generously to their concerns.

• A “no” isn’t always set in stone. Do some sleuthing to uncover your client’s real reason for objecting.

• Be informed and stay on top of your industry to build trust; be trustworthy to keep that trust alive.

• First sell the appointment. Second, sell the product

• One demonstration is worth more than a thousand words

• Never forget a customer; never let a customer forget you

• If you take care of your customers, they shall take care of you

• Never fail to show appreciation for a lead. Report results whether good or bad

  • Courage is not the absence of Fear, rather conquest of it

Phases of sale

• • Attention

  • Interest

  • Desire

  • Close

Tips for sale

• • Practise to the point short talk

  • Listen to the prospect. Use your words only when needed and also when you know what you are telling.

  • Learn exactly what your clients need by listening generously to their concerns.

  • Ask questions to get counterpart agreed

  • The prospect himself doesn't always realise what his vital need is.

  • Get key issue of prospect and solve it

  • For any objection, check the reason by asking Why to prospect.

• Prospect has two reasons of objection - one which sounds good and another real one. Find real reason.

  • • Ask why to know it

• • Be Honest. Never use trick. Tricks are losing game in long run for any business.

  • Make prospect what to do this

  • Be genuine to your emotions. If you are afraid, tell prospect that you are afraid talking now. But never make it as execute. Work on it and rectify.

  • Write sales talk. Read it again and again. Improve it always. Revisit sales talk immediately after your sales pitch to prospect

Tips to be inspiring leader

• • Prospect should see you as sincere friend

  • Prospect well wishers and family should see you as sincere friend

  • Get the greatest life ambition of prospect and help him/her

  • If anyone has inspired him, thank him

  • Be a good listener and understand his life story

• People like to be called by name. So start practising name remembering

  • Use I-R-A principle for remembering name

  • Don't hesitate to ask person to repeat name if forgotten

  • When you meet a person, use his/her name always

  • If difficult to remember, ask the person for tips how to remember

Reference

https://www.amazon.in/Raised-Myself-Failure-Success-Selling-ebook/dp/B002XQAAWW

https://lifeclub.org/books/how-i-raised-myself-from-failure-to-success-in-selling-frank-bettger-review-summary