The one thing that each of us does everyday is sell something. You might not think so, but you do sell something regardless if it is convincing someone to cut your grass at a cheaper rate, sell your personality to a new friend, convince your local McDonalds to cook you fresh fries while you wait or even to get your kids to go to bed on time. We each go through life each and everyday selling something.

Most paid sales positions are of short duration due to the lack of training provided by the organization. This is also a VERY costly venture for the organization when you consider the investment of time, money, and the loss of respect and potential loss of revenue the company will suffer due to poorly trained sales people.

It is critical that the true professional salesperson be given the necessary tools to understand the selling process and to become successful so that they can grow to become extraordinary producers and lifetime partners of the company.

Many of us, including myself, have chosen sales as a full time profession and the reasons can vary. Many of us like the unlimited financial potential involved in sales. Some of us like the challenge while some of us like the numerous personalities we deal with on a daily basis. The best of the best enjoy being able to provide a product or service they take great pride in. They realize it will change an individual’s or an organization’s life by its use and are proud to have had a hand in that change. But even beyond that it is the lifetime of friends you generate by being involved in a profession that exposes you to so many individuals.

You will hear that sales is rocket science, and just as rocket science is built from a foundation of physical and mathematical laws and principals, sales can be distilled to its very simple laws and principals. Branded selling “systems” and “approaches” serve several purposes. They help differentiate sales books and training material in order to sell them better as well as assist in articulating a message so it’s easily learned and/or implemented. However, the simple laws and principals underlying them all have remained relatively unchanged since the beginning of marketing.

There are eight steps in what is known as the “Sales Cycle” which the customer goes through and which will be thoroughly demonstrated during the sales seminar training provided by Steve. They will go beyond the traditional explanation and be applicable to every day experiences that, as a real professional, you should be prepared to deal with.

1.Sales Initiation
2.Create Interest
3.Prospect Demonstration
4.Prospect Development
5.Administration Awareness
6.Program Development and Agreement
7.Sale
8.Post Sale and Thank You

You can spend thousands of dollars on professionals to train you or your organization to learn how to sell but selling boils down to the simple method govenered by these eight steps. That is the selling process, but there is more. After over 20 years in selling I must tell you that the real pros in the selling professions are the ones that develop “long term” personal relationships with their clients based on what the two have in common and the trust they have developed between each other. You can spot a book carbon copy salesman from a mile away, but it is rare to find individuals that take a unique interest in the individual they are trying to market their product to.

I remember my very first sale’s job was “cold calling” customers selling products. Even at a young age, I thought what a dumb idea to approach someone you knew nothing about to try to market a product you did not even know if they needed. Sure, the laws of science tell you that your chances of selling a product increase with the number of people you approach, but selling is more than running from door to door. It’s about building critical relationships that will last a lifetime. During the selling process if you consistently do six things you will be guaranteed years of success and a lifetime of friends. But it calls for you to go beyond the traditional salesman.

1.Believe with your entire heart that your product really is better for the customer. Always do the right thing even if you cannot sell your product. This establishes trust immediately.
2.Always do what you say you are going to do.
3.Have a story to tell about your product and why you believe so much in how it can improve or make a difference in the customer’s life.
4.Do your research on the customer you are about to meet. Their title, their personality, hobbies, children anything that you both can instantly relate to in an initial conversation. Sell yourself first. The product if it meets the customers needs will sell itself.
5.Always follow-up with the customer even if you do not make the sale. Show a general interest in the customer as not just a “money maker” but a general interest in the person. It will give you years of rewarding results not only in eventually getting the sale from that one individual but from the referral of friends who might need your services.
6.Once you achieve success, “Always remember where you came from. Always know where you want to go, but never forget the people who helped you get there.” Never forget the customer who elevated you to such heights.

Selling is a science but it is vital that individuals have a psychological understanding of why people buy from certain people and why some sales people are so much more successful than others are. The common element is a true professional sales person cares a lot more about the individual than the sale that may come your way. If you are currently involved in sales and looking to achieve new heights look a little closer at your approach to the individual. That holds the key to your ultimate success or failure.

In the Sales Training/Team Building Seminar you will learn certain techniques that will determine if sales is the right career track for you. If it is, you will learn to incorporate the steps of the sales cycle in your daily routine, but the most valuable thing you will learn is to believe in yourself. Care enough about your customer and then you will start "Reaching New Heights and Achieving New Dreams” for you, your family, your company and most importantly your customers!

Give me a call to schedule the Sales Training/Team Building Seminar for your organization. It will change you and your customers’ lives for years to come.

You Know What It Will Take. Let Steve Get You Moving!

Creative Innovations


646-721-6962

 

©2005 Creative Innovations International, Inc.