The Importance Of Sales

By Author: KIWI
Total Articles: 14
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The situations I have found have reinforced my experience that to out-perform the competition in a highly contested market the whole organisation must be sales enabled.and the sales department would aim to improve the interaction between the customer and the sales facility and/or salesperson. Sales management would break down the selling process and then increase the effectiveness of the discrete processes as well as the interaction between processes. For example, in many out-bound sales environments, the typical process includes out-bound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step, as well as the whole process.

In the network marketing business, the most successful are those who have a desire and a need to help others get what they want most out of life. Of course, we all need sustain any success through our businesses growth and through marketing and selling our products and services.

However, I have never felt I needed somebody ...
... to buy my products. I do not have to lie to myself about that at all because I just never view it that way. Network marketing success has shown that I've got something very, very valuable for the right person. Equally it has shown that, if it is the wrong person, whatever I do have to offer is valueless. I am never going to try to convince the wrong person to take my product or to join my MLM business.

Likewise, if you have done your job properly, and the prospect is talking freely, they may still be the right person for your network marketing business. Perhaps he or she has tried to sell something in the past, wasn't successful and has lost all confidence. This is then reflected by the questions and objections the prospect raises.

As a business owner, you know your product is great and you’re ready to tell the world. You think spreading the word will be easy enough. You can talk to anyone, you have a great pitch, making the sale should be easy, right? Wrong. Contrary to popular belief, the key to closing sales is not pitching, it’s listening.

Whether its because of nerves, misconception or just plain ignorance, most novice salespeople call prospects with one intent in mind: to give their spiel. What they do not realize is that delivering a monologue closes off specific selling opportunities, and gives the buyer an easy way to exit the conversation without ever really engaging.

Imagine the following: you call a sales prospect, tell him in one breath how amazing your product is, he just does the “uh-huh…yeah….ok… well, I’ll think about it” routine, and hangs up. Where has that gotten you? Back to square one. You have no information, no reason to follow-up, no sale. What good businessperson wants to find himself in that position?

Slow the call down and probe. Asking questions allows you to get to know the business of the person to whom you want to sell, the obstacles he is facing, and the needs he already has, all of which are valuable selling tips that will both bring you to the heart of the sale faster and help eliminate non-prospects from your customer pool. Best of all, your prospect will drop the wall he puts up every time he answers an unwanted sales call.

Consider this: Politeness dictates that when a person is asked a question, he should answer. As he takes a moment to reflect, he stops rushing you off the phone, thinks over his response, and provides an answer that can lead the next part of the call in a mutually beneficial direction. By asking a question, you have shown the prospect that you are genuinely interested in earning his business and that you are willing to put in the time to meet his needs.

So, my point to you is that, when you're talking to someone who has this apprehension -- in other words, they have used "I can't sell" as their excuse of not being able to obtain what they want -- I would like you to, in a very professional way, help people over this objection so that it doesn't stop them from getting the things that they want. It will stop them from getting the partner that they want. It will stop them taking that dream vacation. It will stop them spending the quality time with their family that they desperately want. In other words, this fear of communicating -- doesn't matter if you call it sales or whatever -- is what stops most people from achieving the things they really want. So you, as a professional, I'd like you to help people overcome that. Get them to love communicating and they will also love sales.

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