Source | LinkedIn : By Daniel Disney
Sales has many differences. Whether it’s selling different products to different industries that have different types of customers and different types of processes. There are often a lot of variables that change in each sales role out there. It can be hard comparing someone selling used cars for example to someone selling property, or comparing someone selling insurance to someone selling corporate software.
That being said, there are principles of sales that don’t change.Principles that remain the same as the process of selling something to someone. Understanding those basic principles can then help you master to core of selling and develop skills that can be used to sell anything to anyone.
Here I’m going to break down the 5 basic principles of selling:
1) Selling is all about relationships.
It doesn’t matter what you sell, the ability to win that sale will ultimately always result in your ability to build some form of relationship with the buyer. People buy from people and in a world full of competition it can often boil down to your ability to build a better relationship. This includes a mixture of building rapport, identifying needs, showing genuine interest, building trust and adding value.
The question you always need to ask yourself is “Why should my prospect chose me over my competition?”, with the answer not being about the product but about why they should buy from YOU personally.
2) The sale is not about your product, but their problem.
To win in sales you need to make the whole thing about their problem or their reason for buying and not about your product. Their need should always come first with your product then answering the problem they have. The key to success in sales and a principle that will count for all forms of selling is the need to identify the pain behind the buying decision. Why do they want or need this product? What problem will it solve and how will it remove this potential pain from them?
People will buy for emotional reasons which they then back up and justify with logic. The trick is to identify the problem and tap into the emotional part of the buying decision, then justify it with the value, features, benefits etc.