Perhaps you've read, studied, or even trained with the best salespeople yet those sales techniques just aren't working for you. Consequently you're frustrated and confused. It doesn't matter if you've studied Zig Ziglar, Tom Hopkins, Jeffrey Gitomer, Neil Rackham, or any other big name in sales training, there's no doubt that what they're saying works for other people; but it isn't working for you. You need sales now and you're in an emotional frenzy trying to figure out what to do next. It isn't your fault and it isn't their fault that it isn't working for you. Understand that there is a perfectly logical reason this is happening to you, and there is a way for you to succeed in sales in spite of your current frustrations.
This may be a big secret for you. But there isn't one single selling system that works for everyone. Plus there really isn't anything new about any of the selling systems that exist today. Selling has been happening since the birth of man and we've been doing it pretty much the same way all this time because humans respond to the same things now as they did then.
There is a selling system that will work for you unless you happen to be one of the rare few who simply aren't wired for sales. Any selling systems can work for you. What will work best for you is the whatever resonates with you because it's closest to who you are.
As a parent or sibling you understand that everyone has a unique personality. From birth each of us are our own person. We've been heavily influenced by those around us, but children raised in the same environment with the same parents still think and act very differently.
You may wonder why this difference is important. This differences is important because when we try to do things that don't match our natural behaviors we do them poorly. Even with a great deal of practice we just can't pull them off well.
When you try to do things that don't fit with who you are you send out mixed signals. You may have experienced this yourself where a salesperson said the right things, did the right things, but there was just something that set alarms off in your head. Instead of thinking the salesperson must be new your instincts were telling you that there must be something wrong with the offer or whatever was being sold and that's why the salesperson was sending out these mixed signals. It wasn't that the sales technique was wrong it was how the sales technique was implemented.
So does this mean you're doomed as a sales failure because you don't have the right natural behaviors and motivators for sales? In most cases, no. It does mean that you need to understand your natural behaviors and motivators, and based on that understanding you need to adapt whatever sales system you want to use to fit you. And when you do that your sales success will automatically increase.
1. Drive traffic to your website 2. Convert traffic to sales 3. Cross-sell and up-sell complementary products 4. Continue to increase the amount of traffic to your site 5. Increase your conversion rate
Now that doesn't sound very difficult at all does it. Heck in a month or so you should be a millionaire right? If that's the case and all it takes it these five simple steps, why are 90% of internet marketers never making a sale. Why do affiliates never translate to sales in 90% of the cases. It doesn't matter whether it's Commission Junction, Linkshare, Clickbank or another.
The problem lies in just one area - sales techniques. There are three types of sales techniques you need to know and use if you want your internet marketing to be in the 10% that are successful. Let's have a look at these 3 type of sales techniques for internet marketing
Sales Technique #1 - Feature or Function Based Sales This type of selling sells the functionality of the service or product. For example. When you purchase a car it has an engine, gas pedal, brake pedal, 4 wheels. The car takes you to and from work and you use the car to bring home the groceries and carry the baby stroller. You can use your car to go on vacations, take the kids skiing, or just go for a relaxing drive. Having a car is great isn't it?
Let's look at another example. You buy a cell phone. It lets you talk with your friends, text message your friends, take pictures, and even listen to music. It works in your home town and across the country.
Last example, you go out for dinner at a high end restaurant and with no reservation you are able to get a table and order a steak for dinner. It tastes delicious, it makes your taste buds water, it fills you up and relieves your hunger pains.
Every one of our examples shows functionality or the function of the product. This is how most sales occur. The salesperson will sell the potential customer on the functionality of the product or service in an effort to get them to purchase. It's the most basic of all sales techniques.
Sales Technique #2 - Benefits Based Sales This is the second method of selling which uses telling the potential customer what the product or service will do for them. Let's look at our examples again.
In the case of the car it can provide social status, luxury and convenience. In the case of the cellular phone it can provide convenience and connectivity. In the case of the restaurant you must have social influence in order to get that table without a reservation.
With benefits based selling you provide the product or service benefits to the potential customer in a way that makes it difficult not to find it overly appealing and thus necessary.
The difference between technique #1 and technique #2 is that feature based selling is more descriptive than benefit based selling. You must actually understand your product before you can be successful at selling it. Benefit based selling required you to have an excellent understanding of how the product can improve the potential customer's life.
Sales Technique #3 - Engaging Selling For online internet marking this is by far the most effective and it's also the most interesting technique.
With this technique you are going to engage the potential customer and create a sense of ownership with the product or service. If done right it will compel the visitor to buy. In fact the urge will be unbearable. That's because this method of selling taps uses psychological drives to create an irresistible compulsion to make the purchase. This technique taps into needs, wants, and desires.
For example, the desire for a comfortable, reliable, fast car. The desire to enjoy a delicious meal. The desire to have convenient communication. Or perhaps the desire to become a millionaire using internet marketing.
Remember with your website you have no direct contact with your customer so you must interest, compel, and close the sale all with words, graphics, and videos. These three sales techniques for internet marketing will help you do just that.
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Both Cheryl A. Clausen & Mark A Briody 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.
Cheryl A. Clausen has sinced written about articles on various topics from Investing and Trading, SEO linking and Sales and Negotiation. About the author: Cheryl Clausen can help you get unstuck. Look here to see how your Skills match up. What could you do if you just had more time? Improve. Cheryl A. Clausen's top article generates over 49500 views. to your Favourites.