Selling Skills - don't come in a can

[Phil Nilsson]

Selling Skills - don't come in a can

Reach up into the kitchen cabinet...for the can marked "selling skills", open it and learn how to sell? I don't think so. A "canned" sales approach sounds like a "script" somebody is reading during a telemarketing call. Be a person .. be a unique personality, just be yourself and reach the customer on a personal level. There is no being "sly" you learn "people skills" and selling skills automatically follow. Customers "read you" just like you "read them".

Some observations about selling...
1. You know within the first 2 minutes if a customer "likes you".

2. If it's a yes to number one above, the focus is entirely on "people", talk the job and price as the last item on the list.

3. If they like you, that's 80% of the sale, price is 10%, and reputation is 10%.

4. If you feel that you have in any way "repulsed" the customer, you lost the sale, so go home and ask yourself what you did wrong.

5. Some people are not immediately the "likeable type" and have trouble getting immediate acceptance by others. A shield, or veil goes up and a "wall" of resistance although not seen, is "felt". Those kinds of people make poor sales people. If you don't smile a lot, learn how!

6. Make eye contact with the customer as early as possible, the whole "tone" of customer and contractor "encounters" are right there "behind" those eyes. If you can't look them straight in the eye, nor they of you...you already have a "selling problem".

[knowltondata]

Years ago, when I started in the alarm business, I was an ADT dealer... they sent a huge can of "sales training" that in my opinion was a bunch of crap.. High pressure, don't let the customer talk kind of "sales training". I was almost booted from the dealer program when they found out I wasn't using any of their training materials. But trashing that canned crap made me the second largest grossing dealer in Northern Georgia.

[knowltondata]

Add to last post....

After a little over two years, I canned ADT.

After you sold your contracts to ADT, there was a 1 yr window that if the customer canceled, they would come back after me for the money paid to me for the contract. After ADT pissing off the customer for me a few times, I got sick of it.

[The Professional]

About sales

A long time ago, i joined amway. not for the idea of making money at it, but they have some of the best sales training on the planet. you have to if you are trying to sell something that has a bad reputation and sounds too good to be true. big companies have their sales men join just to get the sales information. i got some good sales skills from being in it.

Anyway, i ran across a book from a guy that was making quite good money at it. The book is one of the best on sales/human interaction i have ever seen. it will help you in many aspects of life. i re-read it about once a year just to rebember things i have forgotten. it is by a guy called Les Giblin, the title: HOW TO HAVE CONFIDENCE AND POWER IN DEALING WITH PEOPLE.
it is what the greater known dale cargegie took most of his ideas from as i have read his book too.

If you read this book and remember what is in it, it will help your person to person skills or phone skills. it is the best $9.95 you will ever spend on a book and will make you way more than that in sales. you wont be sorry that you got the book and read it. this is my helpful advise on sales.

[amtrucker22]

Anyway, i ran across a book from a guy that was making quite good money at it. The book is one of the best on sales/human interaction i have ever seen. it will help you in many aspects of life. i re-read it about once a year just to rebember things i have forgotten. it is by a guy called Les Giblin, the title: HOW TO HAVE CONFIDENCE AND POWER IN DEALING WITH PEOPLE.

I just bought mine off of ebay for $5.18 including shipping. Thanks for the tip.

[The Professional]

you are welcome. let me know if you like it.

[Phil Nilsson]

Be a person .. be a unique personality, just be yourself and reach the customer on a personal level. There is no being "sly" you learn "people skills" and selling skills automatically follow. Customers "read you" just like you "read them".