How To Sell Effectively To People? | Effective Selling Skills

Selling is only directed at people. You cannot make a sale unless it is to another person. So the rule is: understand that every sales presentation must be different because you will never find two identical people. Every prospective buyer has different aspirations, requirements, wants and needs. Buyers come from different homes, they work in different business or office environments. They have different pressures to cope with and different targets to achieve. They have different people to report or respond to. They have different family backgrounds, different educations, different hobbies and interests and different goals. They may be happy or unhappy; they may be disillusioned or frustrated; they may be positive or negative. The professional salesperson has to:

• Become a people expert. I hate using the word ‘expert’. It has often been defined as a combination of an ‘X’(a has-been) and a ‘spurt’ (a drip under pressure). Unfortunately, in this context you really do have to be an expert, in the best sense of the word.

• Actually like people. Be interested in them.

• Attract people to yourself. Clients and customers should look forward to their meetings with you or to hearing from you on the telephone. The professional salesperson is, and must be, a ‘pully’ person’, not a pushy person. Your customers should want to take your phone call; if you walk down a street and a customer sees you, he or she should want to acknowledge you rather than dive into the nearest shop. The more a person likes you the less that person will put pressure on you to reduce your price, negotiate a tough deal or attempt to gain a discount.