1.Walk a mile in your buyers shoes



2.Find the answer to a problem.

3.Ensure that you over deliver.

4.Sell the final benefit.

Walk a mile in your buyers shoes

People are wired differently. The neatly bundled package they present to you may be their way of coping with the stresses and strains of life. Find out what makes them tick. What are their chief concerns, their dreams, fears, daily challenges? Once you find all that out, then you will be able to empathize and truly understand the challenges they face.

Find the answer to a problem

Everyone wants to improve the future of their children. Today, education undoubtedly holds the key; but it is expensive. University tuition to most, presents a formidable challenge. If that tuition can be broken down into bite size manageable chunks, you will have an ear.

When you breakdown the challenge of tuition and clearly outline your answer to the familys financial dilemma, you would have satisfied an identifiable need. When you have made the problem go away and you have delivered far more than what the family expected, you are well on your way to achieving great things in the selling arena.

Ensure that you over deliver

Selling is being an act of kindness. Have you ever heard it said that this world is made up of two kinds of people, givers and takers? You have! Great! Which one are you? Salespeople should be givers; at least successful salespeople that is. Give more than what you get should be the motto of all salespeople. Always, but always over deliver and you have a buyer for life.

Sell the final benefit

I have always wondered how Mercedes Benz manages to stay in business. Their cars are extremely expensive. These cars allow people to let others know that they are well heeled. All of a sudden, it dawned on me that what they really sell is image and status. Mercedes Benz appeals to something that runs much deeper within people than their pockets. They really sell the final benefits that come as a result of owning their luxury car.

These four ingredients must be present in the selling process in order to reap success. They can also be defined as personal characteristics. Without doubt they are characteristics present in givers. We have covered just a few of the ingredients that must be present in order to make the selling experience a successful one.