How To Sell Anything To Anyone – Sales Training,Tips & Techniques

YA T H ARTH MARKETI N G S O L U T I O N

How To Sell Anything To Anyone – Sales Training, Tips & Techniques BY, MR. MIHIR SHAH INDIA'S AWARD WINNING SALES TRAINER

Discussion Framework

IMPORTANT TALKING POINTS - It’s always about the customer - Research is a crucial skill - Learn How to Sell Yourself - Develop the art of questioning - Define the Buyer - Selling Comes Later - Offer Options - Believe In Yourself - Leverage Psychological Hacks to Persuade

IT'S ALWAYS ABOUT CUSTOMER

THE FIRST STEP IN THIS IS THEREFORE TO UNDERSTAND YOUR CUSTOMER. IT IS NOT ENOUGH TO KNOW THEIR WEBSITE ADDRESS AND THEIR PRODUCT CATALOGUE, YOU MUST PUT YOURSELVES IN THEIR SHOES TO UNDERSTAND WHAT THEY ARE LOOKING FOR IN THE MARKET.

In today’s times, there is so much information available that it is both a burden and a boon.

If possible, you should also speak to their on the ground staff like salespeople, vendors, etc to understand their concerns and motivations.

RESEARCH IS A CRUCIAL SKILL

You don’t have to spend hours on researching for every touchpoint, but there is simply no excuse for not being up to date on a prospects performance in the market.

LEARN HOW TO SELL YOURSELF IF ANY BUYER WILL EVALUATE THE SALESPERSON AS WELL AS THE PRODUCT,AND IF HE/ SHE IS NOT CONVINCED ABOUT THE SALESPERSON THEY WILL MOST PROBABLY NOT BE PARTING WITH THEIR MONEY.

DEVELOP THE ART OF QUESTIONING MOST PEOPLE ENJOY TALKING ABOUT THEMSELVES,SO ONCE THEY GET GOING,THEY WILL TELL YOU EVERYTHING YOU NEED TO KNOW TO MAKE THE SALE.

DEFINE THE BUYER THEY FIRST IDENTIFY THE CONTEXT OF THE BUYER,THEIR INDUSTRY, ECONOMIC CONDITIONS, GEOGRAPHY, AND OTHERS LIKE THESE INDICATORS TO UNDERSTAND THE BUYER.

SELLING COMES LATER

YOU SHOULD THINK OF YOURSELF AS MORE THAN A SALESPERSON. YOU ARE THE ADVISOR WHO IS HELPING THEM FIND OUT A SOLUTION THAT WILL HELP THEIR BUSINESS.

LEVERAGE PSYCHOLOGICAL HACKS TO PERSUADE A GOODÂ SALESPERSON SHOULD BE ABLE TO IDENTIFY THE NATURAL PATTERNS IN PSYCHOLOGY THA T DRIVE HUMAN BEHAVIOUR ON A DAILY BASIS .

SOME OF THE BASIC THINGS TO BE AWARE OF: 1.ANCHORING EFFECT The first input we receive will be used as an anchor based upon which we will evaluate further inputs

3.RHYMES This might sound not true but research shows that people believe rhyming statements to be truer than non-rhyming ones

5.RECENCY EFFECT Prospects recollect the end and high points in a presentation more easily than any other section

2.DECOY EFFECT Having a dummy or decoy option sometimes helps people make a better choice

4.LOSS AVOIDANCE Most of us are more concerned about losing something we already have, than with getting something we don’t have

6.CONFIRMATION BIAS We are more open to information that aligns with our inherent beliefs rather than to something that might challenge our views. This is true for even our personal lives.

OFFER OPTIONS

ONE OF THE MOST EFFECTIVE WAYS TO MINIMISE THEIR SUBCONSCIOUS PERCEPTION OF RISK IS TO PRESENT THEM WITH OPTIONS. WHEN THEY CHOOSE ONE OF THE OPTIONS, THEY WILL RATIONALISE INTERNALLY AS CHOOSING THE LOWEST RISK OPTION, BUT WILL BE HAPPY TO MAKE THE BUY.

BELIEVE IN YOUR SELF ONE OF THE MOST IMPORTANT THINGS THAT SALES TRAINING CAN TEACH YOU IS TO BELIEVE IN YOURSELF. IT IS NATURAL FOR US TO DOUBT OUR ABILITIES AND OUR CONFIDENCE. WHEN YOU USE BODY LANGUAGE THAT IS CONFIDENT, YOU WILL START FEELING CONFIDENT.

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