TIPS SELLING TIP When It Comes to Selling, Education Is a Two-Way Street


In selling, an effective learning process must be a two-way street. You learn about the prospect; the prospect learns about you. In short, education works on a back-and-forth balance. How do you do in this regard? Try the following yes-or-no quiz to find out.


1. Do you agree with Sir Francis Bacon that knowledge is power? 2. Do you have a planned educational program? 3. Do you make sure prospects fully understand your product literature? 4. Do you use the Internet to investigate prospect programs and needs? 5. Do you use your company’s research specialists to help you understand customer problems and needs? 6. Do you ask relevant questions and encourage prospects to do the same? 7. Do you tailor your selling approach to individual customer characteristics and needs? 8. Do you ever feel you are too old, too experienced, or too smart to learn more? 9. Do you ever fake knowledge you don’t have?


10. Are you ever impatient when customers fail to understand the selling points you are trying to make?


Rate yourself: YES answers to Questions 1 through 7 are correct, as are NO answers to Questions 8 through 10. Calculate the number of correct answers you scored, and face the good or bad news. Ten correct answers entitle you to a Ph.D. rating; eight or nine earn you a Masters; six or seven make you a Bachelor (even if you’re female). Five or less? Take corrective action fast to avoid drop-out status.


— RAY DREYFACK


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Whether you believe you can do a thing or not, you are right. – HENRY FORD


AMY SLATER: MOMENTS OF MAGIC


REP-TO-REP


Phenomenal Follow-Up


When the transaction is over and done, show your buyers you still care. Send them per- sonalized post-sale packages with a handwritten note thank- ing them for their business. Include pertinent information about your service policy and the specific products your cus- tomer bought – along with war- ranty and product care point- ers. Offer free product training or user-orientation programs so buyers can make the most of their purchase. Your package will reassure them they made the right deci- sion and that you’ll be serving them long after the sale.


— BARBARA O’CONNELL SELLING POWER AUGUST 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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