ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

How to improve your product sales techniques

Updated on November 27, 2011

Driven by sales

sales techniques to drive your sales figures to new heights
sales techniques to drive your sales figures to new heights

These sales techniques will help you to understand why people buy products

How to become a better salesman.

I am going to explain to you simply, in this article on sales techniquesyou can master, what it is that makes a person decide to buy a product. This is going to help you understand what sales strategies it is you need to know in order to improve your sales techniques and hone your sales skills, making you the best salesman that you can be.

Why people buy products

Why do people buy a specific product ?

The answer is simple.In its simplest terms, people will buy to alleviate dissatisfaction.

All human action arises from a feeling of dissatisfaction of some kind. People will act to alleviate this dissatisfaction by a move towards a level of greater satisfcation and will look for this in products. Any human action is in fact then an attempt to improve conditions in some way.The primary motivator of all human behaviour is the desire to be better off after the behaviour then before the behaviour.

If the individual does not feel that he or she will be better off as a result of taking the action, he or she will not do anything at all. Your prospective client will say "leave your product with me and let me think it over." which is customer speak for "Goodbye, I'm not convinced that i will be better off with your product than i would be by keeping the money that it costs"

Your Product is an Improvement

To be a better salesman, you need to sell the benefits - not the product.

You must always present your product or service an an improvement on what your prospective client is using at the moment.People do not like change.They fear it. They will try to avoid it all costs.However, the main objective is for someone to be interested in being better off or having some form of improvement in their life.It sounds contradictory, but its fact if you think about it.

When you present your product or service as a natural extension to what your prospcet is already doing at the moment, as only a better way to accomplish the same goal, he or she will always be open to your offer. The words"new,""better" and "improved" are amongst the most powerful sales words you can use in the selling and marketing of any product.These terms appeal to the basic motivator of all human action and emotion.

Rationalisation

Because each person acts to improve his situation, every act is a rational act. It is based on the perception of the actor. It has an end in mind ie. improvement. It may or may not lead to the desired improvement, but it is always rational from the point of view of the customer. Customers do what they do because they believe it is the best way to get what they want under the best possible conditions. Thus the act of buying must be seen as a rational act in order for a purchase to occur.Always keep this in mind.

The selling rules

Selling rule number one will always be the customer is always right.Rule number two will always be therefore to refer to rule number one when in doubt.Your customer is always correct , based on his current information, on his or her perception of the appropriateness of your product or service to improve his or her current situation. This a foundation principle in understanding human behaviour with reference to sales.

What is that the top sales person does

What is a good salesman and how can you be a better salesmen.

Top salespeople always focus their sales promotions on the consequences, on the ownership and on the enjoyment of their product or service.

Average salespeople focus instead on explaining how their product or service works, or how it was developed and how it compares to other products on the market.

To put it another way, top salespeople talk about what it "does", while average salespeople talk about what it "is".

You need to remember that people will buy the consequences they expect from owning and using your product or service. They will not buy the product or service itself. In the customers mind, your product or service is a means to an end. The product is merely the way the customer will get form where he is to where he wants to go. In that respect, the product or service will have no emotional value whatsoever. It is only the end result in mind that has any power or relevance in their decision to buy the product or service.

This is why you often hear of someone saying that it is not products that people will buy, but a sloution to their problems. They do not buy services, they buy ways to help them achieve their goals.Prospects do not buy the features of your products or services, they purchase the improvement that they anticipate enjoying in their lives and work as a result of those features. It is the anticipated benefits of ownership and enjoyment that are the key motivating factors in making any buying decision.


Thus we have learnt...

That by example, people do not buy life insurance. They buy the feeling of security that they will enjoy knowing that their loved ones are properly provided for should something happen to them.People do not buy automobiles. They buy dependable and attractive transportation that gives them greater freedom to move around among the important activities of their lives.People do not buy computers.They buy the increased efficiency that will enable them and others to get theri jobs done faster, with greater accuracy and at lower costs.

In every case you consider, as Im not sure what type of career each reader is in, it is the customers ability to envision a desirable future state brought about by your product or service that motivates him to buy it.

So as promised, that is what makes people buy.

Please feel free to browse around and leave a comment if you wish. Ihope this helps to improve your sales.

If you would like to use hubpages to promote your business for free you can join by clicking here

I hope this helped you to increase your sales figures

    0 of 8192 characters used
    Post Comment

    No comments yet.

    working

    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, hubpages.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: https://hubpages.com/privacy-policy#gdpr

    Show Details
    Necessary
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
    Features
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Marketing
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Statistics
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)