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Tom Riach
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Tom Riach   My Press Releases

Wealth 41 : Selling Made Simple

Published on 9/29/2015
For additional information  Click Here

Joseph Tom Riach,Author,Business Adviser,Entrepreneur,Freelance Writer,Mastering the Art of Making Money,Wake Up Leisure and Learning Breaks,Wake Up2 Wealth

Selling Made Simple” is the 41st in my 'Wealth' series of original copyright Press Releases sent from my happy home in the sunny south of Portugal.

  

 

SELLING MADE SIMPLE


The art of selling is little different from many other aspects of life in that it can be a complex activity or it can be a simple one. Many practitioners of sales seem to believe that complexity is not only necessary but that it is also desirable - but they couldn't be further from the truth. The truth is that simple is best and simple works.

 

POWER POINT - “In selling as in every area of life, simple is best and simple works.”

 

So what are the simple rules of selling?

 

  1. Keep everything simple! Don't over elaborate.

     

  2. Use repetition. This doesn't mean that you should bombard your buyer with the exact same slogan over and over but, just like TV adverts, a message repeated is more likely to stick in the mind. But vary the way you repeat your message ( eg 'the car has five doors' .. 'will you use all five doors at once?' .. 'the fifth door is the tail gate' etc.) and use ….

     

  3. Silence! Silence is powerful, much more so than talk. So make your point and shut up. Wait for the buyer to break the silence. When they do they will inevitably give you a ….

     

  4. Buying signal. A buying signal is an expression of interest in your proposal and will most often come in the form of a question. So stay silent and wait for the question (eg 'which way does the tail gate open?') … then ….

     

  5. Don't answer it! What, am I crazy? No, just smart. You see I want them to confirm the idea that is in their mind to themselves as much as to me because they themselves might not yet be aware it is there! So when they pose their question … respond with ….

     

  6. Why? The 'why' question along with silence and the 'take away' (more later) are your most powerful sales tools. When you ask 'Why'? you are demanding of your buyer that he explains exactly what it is that he wants and when he verbalises his answer it may well be the first time that he himself has realised just what it is that he actually wants (eg 'I need the tail gate to open down the way so it's like a table for picnics' – now you also know that he likes picnics, so how big a family does he have? etc.) This is why in selling it is critical not to talk facts but to ….

     

  7. Talk Questions and Benefits. Puzzled? Here's an example :

     

    * Poor selling : Telling a fact – The car has five doors

 

* Better selling : Asking a question – How many doors would you like?

 

* Better selling : Talking benefits – With five doors you can get the whole family and all your luggage in and out easily

 

* Best selling : Questions and Benefits – How many doors would make life easiest for you?

 

And when your buyer answers, then revert to ….

 

  1. Why? This is in order to get validation. In other words the buyer will now use his own repetition and will repeat but with different words the reasons that he has come up with – so now he believes them himself! At this point move on to ….

     

  2. So if. This is where you repeat back to the buyer what he has just said but add 'So if … I can get you a five door etc. etc. will you buy it today?' This is called ….

     

  3. 'Asking for the business'. It's the one thing that many sales people find hardest to do! But it's necessary of course and at this point one of two things will happen :

     

    a. The buyer will hesitate or say 'No'. Fine, find out 'Why'! and start the process again

     

    or

 

 b. The buyer will say 'Yes', in which case you implement the ….

 

  1. Take Away. This is done to absolutely, certainly cement the sale. Any hesitation on the part of the buyer indicates that he is not ready to buy in which case you return to 'Why'? and retrace the process.

     

    But what is the take away? It simply goes something like -

    “Great, let's just make sure we've got one” (that's take away 1) then, “ No they're all gone (take away 2) … will I see if we've got one down town?” (take away 3).

     

    What you're doing is giving the buyer an opportunity to 'get out'. He could say

    'No' or hesitate which means that he wasn't 100% sold anyway, in which case you revert to 'Why' and proceed from there again. But when he says 'Yes' then he's absolutely rock solid sold. In fact he'll be desperate to get his hands on the item. He will never change his mind and that is the only type of client that you ever want to have!

 

In the example given I've only referred to the number of doors in the car. In a real sales situation each feature of the product or service would be covered in the same way as described until agreement was reached on all of them. Then finally, the major closing take away would be done on the whole product.

 

It's a simple procedure and when carried out repetitively and well it produces outstanding results. Practice it, perfect it. It's selling made simple!

  

I live and work in the sunny south of Portugal. Need I say more? 

Joseph Tom Riach,Author,Business Adviser,Entrepreneur,Freelance Writer,Mastering the Art of Making Money,My Office in the Algarve,Wake Up Leisure and Learning Breaks,Wake Up to Wealth

For many years I have run my WAKE UP LEISURE AND LEARNING BREAKS (click on to learn more) where I talk of success and of creating serious wealth. Or send for my MASTERING THE ART OF MAKING MONEY BOOK, it's packed with my secrets of success and exact instructions as to how to earn a fortune as a Super Achiever.

  

SELLING MADE SIMPLE

is an original copyrighted Tom Riach press release, short and to the point. I hope you enjoyed reading about “Selling Made Simple and found it informative/entertaining. To learn more or to get in touch with me please visit WAKE UP 2 WEALTH.

See you there! Regards, Tom.

 

© Copyright Joseph T.Riach 1998-2015. All rights reserved.

 

Your input is appreciated so please comment on Selling Made Simple”

 

 

 

 

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