Through effective advertising and marketing, you have brought customers to your store in a state ready to purchase from you. Many businesses loose the sale at this point, because they are not aware of the basic techniques of selling.
Humans are predisposed to avoid pain and receive pleasure and this drives everything we do. Customers buy products or services to give them pleasure or avoid pain. The reason they don't buy everything they can is because of some perceived pain they want to avoid in the buying process.
They are only happy if the purchase is worth the benefit. For these people to buy, the perceived pleasure must be greater than the perceived pain.
Salesmanship
Selling is about a relationship ? not the goods or the service.
It is about understanding the customer, developing emotion in the customer to buy. To do this you need to adapt and adjust your rate of speech and body language.
First sell yourself, the company, the product or service, then the price.
The better your marketing and advertising are, the easier it is to sell, as many of the steps required to sell have been covered.
The sales process should start with ?
- marketing and attracting interest and leads, then
- communicating with the prospect, then
- qualifying the prospect,
- addressing the needs of the prospect
- closing the sale and then
- asking for referrals
The goods or services offered by your business are constantly being evaluated by potential customers. Depending on your type of operation and location, you may be phoned or visited and asked just a question, or a series of in depth questions. Or your advertising or web page may be scrutinized for more information. It is how you handle these enquirers and information gatherers that will determine if you will sell to them.
88% of sales are based upon emotion not price ? but remember too high a price can trigger an emotion of fear or pain
Ask any store owner and I am sure they will tell you the most frustrating thing about dealing with the public, is that most walk in and if you ask them ?Can I help you at all?? and they say
?No thanks ? just looking? and leave shortly after without purchasing anything.
The other annoyance is having people call you for a price, only to get it and hang up and ring somewhere else looking for something cheaper.
In each instance, you have to engage the prospect in conversation, to establish some key points to take them to a level where they will buy from you, not because you are the cheapest, but because you built a relationship with them and showed them the value of the goods or services being offered and the value in buying from you.
What is the difference between a Lead and a prospect?
You need to know where this person stands in the buying cycle. Are they ?
A Lead ? a person whom you have reached through one of your marketing methods discussed in chapter 4. A lead has become interested enough to enquire more to see if what you are offering meets their need or solves their problem.
or
A prospect ? is a lead that believes what your business offers should meet his needs or solves his problems and he has the resources available to make a purchase.
Only through conversation can you establish which one of these you are dealing with and bring them to a level where they will buy. As with most everything else discussed in this book, this will require a system. One that any of your staff who deal with the public (face to face or over the phone) can use.
This system is to be used to determine what needs your leads and prospects have and to address those needs, BEFORE giving them a firm price on anything.
The 6 Steps to the selling System
Selling is a step by step process and if each of the steps is taken in that process, at the end of it, the customer has no reason not to buy from you.
The steps are ?
1. Establish report and build trust
2. Qualify ? listen and understand
3. Create desire for the solution to their problem or need
4. Build value in your solution
5. Overcome objections
6. Take the order.
Always think of your business from your customers point of view. This is best done by thinking What's in it for me? ? because that's what your customer is always thinking.
I can help you with this and every aspect of your business through my step by step, hand holding mentoring program. I can lay out far more detail on how to teh six steps to selling and how to convert that to an over 90% close rate.
At this site you can access over $2,000 of bonuses for FREE to help you and your business.
? Andrew Carter 2008 ? not to be reproduced without including the Authors Bio with the article.
1) Price
Always decide the lowest possible amount you will accept for each object and set that price as the reserve. Make your opening bid as low as possible. If you foolishly start the bid at the price of the object, there is no doubt that you will lose customers. Keep in mind that people shop on eBay because that is where they want to get items very cheap. It does not take a rocket scientist to understand this method. That is just how business is done on eBay.
2) Shipping
In order to keep everyone protected, you should insist that the potential buyer purchases shipping insurance. Try very hard not to make this a simple little option to be brushed off. You do not want to be held responsible if there is a problem getting a high priced item to the buyer. Stop and look everything over twice if the buyer does not want insurance.
3) Item Packing
Use a significant amount of space on your auction listing that explains how you will pack your item and send it. This is of major importance because the potential buyer wants to make sure that they will receive the item in excellent condition. If you say in your listing that it will be delivered in excellent condition, then they expect it that way. A buyer who wants a high priced item will always be thinking of the problems in case they receive a damaged item. You need to ensure them that they will get the item the same way it is presented on eBay.
4) Quality
Do everything in your power to prove that your item is of the best quality, or in other words, genuine. This one aspect could mean the difference between a sale and a dead item. A few questions to ask yourself as the seller are, is the object in the original package?, is it labeled correctly?, and are there any markings on the item? Be sure to take pictures of the item at all angles in and out of the package to ensure it is genuine.
5) Satisfaction Guarantee
This tip is another one of all time importance. Be sure to give the buyer a ?satisfaction guarantee? type notice. Any buyer that is bidding on a high priced item will want to be able to send it back in the event that that they are unsatisfied or if the item is defective in any way. If someone is not satisfied and sends your item back, there is a high probability that it will be broken. This step will build credibility to you as the seller and will hopefully result in more future sales.
6) International Shipping
If you are planning on shipping worldwide, you will need to take special steps to protect yourself. Many countries outside the United States are full of fraudulent buyers. Be sure that you have insurance for yourself and do some research on the area you will be shipping to. If you need help with this part, eBay will provide services to help you out.
7) Escrow Service
With a high priced item, you should always offer the option of an escrow service. Charge the buyer the extra fee in case they want it. Even if they do not want it, keep it available as an option. As the seller, you already know the item is legitimate; however, the potential buyer is not so sure.
Both Andrew Carter & Manishh Kumarr are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Andrew Carter has sinced written about articles on various topics from How to Sell on Ebay, Marketing and Termite and Pest Control. Andrew Carter - the Author of the business book Secrets To Retail Riches, is a Business building and marketing specialist who shows retail businesses how to recession proof their Business, with proven techniques that are easy to implement and highly effec. Andrew Carter's top article generates over 5400 views. to your Favourites.
Manishh Kumarr has sinced written about articles on various topics from Personal Desktop, Web Development and Types of Cancer. Did you find this article useful? For more useful tips & hints, Points to ponder and keep in mind, techniques & insights pertaining to Google Adsense, Do please browse for more information at our website :-. Manishh Kumarr's top article generates over 12100 views. to your Favourites.