« Treatment Of Food Poisoning | Home | Our Self »
Sales Methodology
By peace | October 28, 2006
There are only two methods that can successfully produce sales. Selling by manipulating or by motivating the prospect to make a buying decision.
A. Selling By Manipulation
This is used when the potential customer has no real need to buy the product or service. The salesperson needs to manipulate the prospect to a buying decision. The methodology is a system of ‘wordtrack’, carefully constructed statements that produce limited and predicted responses. If the seller knows the response then another statement can be made that produces another predicted response and so on.
Often regarded as high pressure selling, this methodology lends itself well to products and services that are a ‘one off’ proposition and no repeat business or a relationship is needed.
B. Selling By Motivation
Selling by Motivation is based on customers having a genuine buying need for a product or service. The salesperson needs to accurately define the needs and prove to the customer that their selling proposition offers a real match to their requirements.
The motivation of the customer starts early in the sale by demonstrating real concern that the seller is there to help the buyer through good consultative practices. Only when a genuine need is established can the selling in the form of ‘matching’ take place.
Matching builds desire. If the seller can prove that the benefits of their products or services are a good match to the needs of the buyer, then desire will start to build. Desire is a measure of ‘want’ the more want is established in favour of the proposition, the easier it is to produce ‘action’ or the close of the sale.
This methodology is designed to form a long-term relationship to allow repeat business to be sold. No buyer likes to be ’sold’ to, they do however like to be helped to buy, and this methodology is premised around this principle.
The Attention And Awareness Level
It has been proven by research in both American and Britain that the ability to concentrate fluctuates by as much as 55% during the working day.
Although this research has tended to be directed towards training courses, it is not a large step to extend this philosophy to the person’s working day. It would suggest that we are at our most effective in terms of our persuasive ability between 1030 and 1200, and that we have increased, but lower, peaks of effectiveness immediately after lunch and again after a mid afternoon break.
From this research, two things can be drawn:
a. Sales interviews/presentations should be timed, where possible for the peak efficiency periods.
b. Sales people must work harder and put more into our important activities during off peak periods.
Topics: All Posts |
