"What are the best sales tips you could give me?" is a question I'm often asked, along with "How can I sell more of this and that?" - and there are many that I could give in terms of practical sales skills that you can employ. However here are two of the best sales tips in terms of concepts that you need to understand, and which very few sales people really do, which once you do, will change the way you look at selling and sales forever.
Not only that, but just understanding these two principles, will put you way ahead of most sales people you will ever meet in your lifetime. That's how important they are.
In fact if you read this article and never ponder over it again, then you've just dismissed, perhaps the most valuable sales advice that will help you sell more products/services, gain and retain more customers, and close more sales in your lifetime.
So here's advice you need to take right now: Bookmark this page and refer to it often to remind yourself of two of the best sales tips anyone will ever share with you.
Best Sales Tips: Sales Tip 1
Here's the first of the best sales tips I want to share with you. This sales tip will help you gain not only a better understanding of what you need to do in order to make your sales propositions more attractive, but it will also help you to understand exactly WHY!
Here's a little secret about wealth creation... Understand Money!
Let's think about money itself. What is it? Paper? Coins? Plastic? Binary code?
It can take all of those forms, but if we want others to part with it, what is the
principle thing we need to understand?
Well, a good starting point is to look at a dictionary definition of money.
Here's a definintion of money from http://www.yourdictionary.com/money :
"A medium that can be exchanged for goods and services and is used as a measure of their values on the market"
Now I've underlined the KEY word in the above definition:
VALUES!
Simply put: If you want to create money, then you have to create value.
That short sentence I just wrote is SO IMPORTANT that I want you to commit it to memory. Write it down. Ponder on it. Understand it. Armed with just that one piece of knowledge, you'll fight poverty away for the rest of your life.
Let me repeat it, it's THAT important:
IF YOU WANT TO CREATE MONEY, THEN YOU HAVE TO CREATE VALUE!
Got it?
If you can create something of value, then you automatically create something that can be exchanged for money. The more value you create, the more money it can be exchanged for.
So one of the best sales tips I could give you?
Build Value. The more value you build, the more you increase your chances of selling that product or service. Value comes in many forms. Quality, additional throw in items, after sales support, etc. etc. - something that allows your customer to come to their own realisation ... "This person has my best interest at heart and not just their own".
IMPORTANT: Offering best value does NOT mean being the cheapest. Remember value enhances price, it doesn't cheapen it.
So now that we understand the important connection between money and value...
Let's move on to the second of the best sales tips you need to know and understand.
Best Sales Tips: Sales Tip 2
Forget trying to sell to your prospects, instead focus on helping them to make buying decisions that will add value for them.
When I first started in the world of sales, over 23 years ago as a fresh faced 18 year old, one of my customers who I was fervently trying to sell to, said to me in a patronising tone:
"Look son, I've been buying a hell of a lot longer than you've been selling. As long as you remember that, you won't go wrong."
At the time, that really stung... I thought you "You cheeky ba.....d!".
On reflection... it was the best advice anyone could ever have given me.
Think about the following two questions:
Nobody likes to be sold to, do they?
However...
Everybody loves to buy, don't they?
Help your customers to buy, and let that be the focus of your presentations. It's all about THEM, it not about YOU. They don't want to know how smart or clever you are as a salesperson... they want to know how your proposition is going to help or benefit them and what value they are going to gain from it.
Remember if you want them to buy you need to be able to demonstrate not only the value... but more importantly the value to them!
Value creates something that can be exchanged for money... value for them... creates something that can be exchanged for THEIR MONEY... so don't just show or demonstrate value... demonstrate the value for them. it's their money you're after in exchange for the value of your goods or services isn't it?
So the real question comes down to 2 key things:
1) Why would someone want to buy your product/service? (notice this is a very different question to "How can I sell more of this or that?") And...
2) What can you do to demonstrate to them that you offer the best value for their buck and have their best interest at heart?
Focus on those two questions first, and your sales processes will become much easier.
Happy Selling!
Tahir Shah
At TSM Training we're here to help you make more sales and profits. Our rock solid guarantee ensures that we will provide support, way after the course, to ensure your business sees an increase in sales and profitability. Our sales training courses will give you the competitive edge you need, and our tried, tested and proven methods will gave your sales the boost they deserve!
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