Telesalestips for the week 20-09-99

Why People Buy Your Product

The customer buys because he wants to fulfill his desires and satisfy
his needs.People do not buy products or services for the sake of buying
or to make the salesperson happy. They buy product or service for the
sake of something to be gained for them and to satisfy their personal
desires or needs. 

Every Salesperson should think in terms of 'you' and not 'I'. Most of
the Salesperson start their presentation with selfish thoughts. What can
I get from the customer. Actually selling is a give and take arrangement
between buyer and seller and not a one sided proposition favouring the
seller.First thing the salesperson should do is to eliminate selfish
motives and think in terms of mutual benefits of be gained. Secondly
customer satisfaction and then seller satisfaction.

Always begin every presentation with the thought, how can I benefit the
customer. Think of the 'you' factor. When the customer realises that he
is going to gain something he will say "yes" and the sale is concluded
satisfactorily. When the seller's motive is unselfish he is rewarded
automatically  without the seller using any tricks or pressuring the
customer. By doing the right thing you will get the right results. Your
selling motive always be to satisfy a need fulfill a desire.

The Salesperson is a professional adviser and therefore he should work
with the customer to assist him in solving his problems by matching
product or services to specific needs.People buy to satisfy one of the
following
1.Profit
2.Prestige
3.Pleasure
4.Security

People are motivated to buy goods or services for emotional reasons.

If you want to be successful in selling you have to sharpen your
mind, that will brighten your personality and improve your communication
skills.The more you know about people, places and things and easier is
to sell your ideas, products and services and yourself.

The salesperson must develop his appearance, behaviour and ability. A
smiling face, a word of appreciation, pleasant disposition and genuine
desire to be of service, a thorough knowledge about the company and the
product, an ability to make people happy will prove to be a priceless
ingredients.

Sales Thought of the week

By Renewing your mind you can achieve your wildest dreams. W.Saga.

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