The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

In every product or service that you sell, there is a “flowering cherry tree.”
In every product or service that you sell, there is a “flowering cherry tree.” If
this is a real prospect for what you are selling, there is something in your product
or service that the prospect really wants to enjoy. It is a benefit that the prospect
really wants to have. Find out what it is by questioning and listening, and then
assure the customer that he will definitely get that benefit if he buys from you.

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ACTION
EXERCISES
1. Make a list of the needs that customers have that can be met by your product;
organize this list in order of importance to the customer. Build your
prospecting and selling around these needs.
2. Conduct regular market research among your satisfied customers; find out
what benefit your product offered that caused them to buy from you rather
than someone else.
3. Determine the most important benefit your business customers are seeking,
and then develop a way to explain that benefit in every sales conversation.
4. Identify the most significant gains or losses that your prospects could
experience from using or not using what you are selling; emphasize them
repeatedly.
5. Dress for success; buy and read a book on proper business dress, and then
follow it so that you look like a complete professional when you visit a
customer.
6. Develop a series of open-ended questions that you can use to control the sales
conversation and uncover the true needs of the prospect; keep the light on him
by asking and listening.
7. Position yourself as a friend, an advisor, and a teacher in every customer
contact; focus on helping and teaching rather than selling.
In helping others, we shall help ourselves, for whatever good we give out
completes the circle and comes back to us.