Good Living

Factual Opening - The attention of the buyer can be attracted by a fact or a series of fact, if same is or are directly connected with his or her business. And he or her attention is just likely to be attracted by a fact that concerns his or her business. The Question Opening - buyers always react to questions by becoming involved in the sale. A fact can be turned into question, in the same way as many questions can be changed into fact. The Reference Opening -A prospective buyer's decision can be influenced by a recommendation from an acquaintance, relation or friend. Sales Aid Opening -By using sales aid, you can make a very good opening by impacting positively on the prospect's sense of sight, touch, taste, smell and hearing. Demonstration Opening -Demonstrating the use equipment goes a long way in making a sale. Lists, features/benefits of a unit before the commencement of the demonstration. A demonstration opening is most effective with each benefit being stressed as t...

Words are crucial in sales brochures, demonstration models, samples, film strips, photographs and drawings. You must always make use of the right words at the right time. Identify the right words which have sales appeal and bring positive results. When all your words are well coordinated, this goes a long way in assisting you to achieve laid out objectives. Ensure that you are sincere and presentable. Be sure to present your offer in a logical, clear and progressive manner, while averting the constriction of a rigid sales formula.

You must ensure that every sample-every sales aid-every brochure-must be neatly packed, so as to be able to retrieve easily any piece required without any unnecessary distraction. Sources of Information There are various sources of information to assist you in sales. Among the sources are-local traders, newspapers, internet, observation and sales persons. The Pre-Planning Data Sheet All pre-planning inquiries must be recorded in a data sheet. There are three stages in planning : Regular intervals round the year A continous assessment of product knowledge, competitors and their products is necessary since sales facts and information are altered regularly. Weekly Planning You must set aside a period to delibrate and perfect statgies for the week ahead, to ensure hitches do not arise during sales. Daily Planning You must study daily, customers and prospective customers. Also make usre you check all equipment used for demostration purposes every evening and if possible re-check...

For you to be sure that your offer has the right appeal, you must understand the reasons behind buying decision-the motivations of the buyer. It is price-quality-confidence in a salesperson ? Any of these reasonscould be the motivation and selling would be easier if buying motives and easily identified. Sales Offer Make sure you are equipped with every necessary information that would enable you to make sales. You have to plan your salesoffer. Sales largely depends on the customer's need for the product or service being offered. Note 1. You must be clear on your reason for a call/visit to a prospective customer. 2. You must have a valid second reason for intentions to book an appointment. 3. You must know your prospects and their line of business. 4. Fashion out a planned approach. 5. Be prepared to listen and don't rush. 6. Be liberal and affable in your discussion. 7. Ask questions for calrity and understanding.

For you to be successful in sales, you must be conversant with the mindset of the prospective buyer. Buyers vary aqnd this is the reason why their attitude, psychology and choice must be taken into consideration in every sales transaction. Ensure the product for sale to the buyer is in perfect condition annd must be price and buyer friendly.

Selling by objectives ensures that a salesperson is conversant with the real purpose of the sales request. Before responding to a request a salesperson must have laid out a clear objective to be purposeful, arouse interest, and influence people. Handling a Complaint- The salesperson must seek to restore confidence and ensure continuity of business in the face of alte delivery, wrong demand or bad service.

Cultivate the right kind of personality to sell, that is one which is likeable. In addition make it an habit to build friendship and understanding with the greatest number of prospective customers. Take note of the following : 1)Ensure you gain the confidence of the buyer. 2)Win the respect of the buyer 3)Win the friendship of the buyer 4)Take time out to develop the right mental attitude, in addition to studying human relations.