The Three Rules of Successful Selling

Rule 1: Your customers (and customers to be) are not stupid

In today’s world people are more educated and informed than ever before.  People are more sophisticated and discerning.  People just don’t fall for blatant and manipulative tactics.  We all get a little frustrated when we are told that “the sale ends on Friday”.  We all know that it is immediately replaced with a new sale that starts on Saturday!

People know that there is no such thing as a free lunch.  No-one is very surprised when they get selected to enter the Reader’s Digest free prize draw.  The successful salesperson treats their customers and customers to be with respect.

Rule 2: Sell how you like to be sold to

When people are asked how they like to be sold to, they always give a similar responses.  People like to be treated with respect and courtesy.  People like to be listened to.  People like the salesperson to be interested in finding out what they want.  People want the salesperson to put their interests first.  People want to be helped to make a decision that is right for them.  Why then would anyone attempt to sell any differently?

Rule 3: People are convinced that salespeople want to sell them something.  They are right, so tell them!

Perhaps because of previous encounters, people can be rather suspicious of salespeople.  In the back of their mind they are worried that the salesperson will try to push them into buying something.  To overcome this fear, just tell people what you are doing.

Tell them that your company exists by engaging in commercial transactions or relationships with customers.  You provide products and / or services to customers and they pay money for them.  However, what you do first is to understand what is important to the prospective customer.  When you understand this, you will see if your products and/or services can help them.  If they can, then you will recommend an appropriate solution.  The customer can then decide to say “yes” or “no” to the proposal.  By being up front with the customer you remove any fears they may have and establish trust with them.