ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

The Basics Of Successful Selling, Online Or Off!

Updated on September 5, 2009

Successful Selling Has To Be Win Win!

 Selling is frequently defined as a business deal or transaction that increases the value of the buyer by fulfilling their requirements in a way that is mutually beneficial for the buyer and the seller. Sales people who wish to be successful will need to learn and develop certain approaches until they are instinctive. Integrity, trust and honesty are all crucial elements of selling. Not only are you selling a product or service; you are also selling your customer a feeling.

Four Basic Steps To Selling

 There are four steps to selling that should be considered:

  1. Prospecting is the search for prospective customers and new business.
  2. Qualify a customer's interests by asking them questions to establish possible benefits and opportunity for a sale.
  3. Present your product or service that meets your customer's needs, which were determined during the qualifying step.
  4. Close the deal by writing up the order and finalizing the sale.

Prospecting calls should be brief and direct. If the prospect shows interest, arrange a later time to meet and discuss things more thoroughly. Spend the majority of your selling time on prospecting.

Always show confidence during a sales pitch.
Always show confidence during a sales pitch.

Don't Give Up Easy When Selling

 Be persistent! Calling on a prospect several times brings you that much closer to a sale. Prospecting can be an unpleasant task, but it is a necessary part of selling.

75% of sales are finalized after five or more calls to the same customer.
45% of all sales people only call on a customer once.
30% call it quits after the second visit.
15% call it quits after the third visit.
10% of all sales people continue calling until they achieve the sale or an explicit no from the customer. These sales people are some of the most successful and are some of the highest paid people in the country.

Setting goals can help you achieve increased sales. Determining how much you want to earn in a year will help you calculate what percentage of sales you need to close and how many prospecting calls will be required to close those sales.

One of the largest obstacles to overcome when prospecting is fear. Some issues that cause fear include:

  • Self-doubt or negative self thoughts
  • Constant need of approval
  • Lack of skill
  • Not preparing before hand
  • Lack of confidence
  • Emotional involvement in decisions

It's important to keep your mobile office organized.
It's important to keep your mobile office organized.

Control Your Fears While Selling

Fears are mostly based on personal emotions or issues, not reality and will often lead to desperation. Acting desperate will usually scare a prospect away.

Knowing your market place is vital. Certain hot buttons and markets need to be stimulated to push your customer into action. Examine your current customer base and try to identify shared traits or characteristics.

The outcome of a sale is not solely based on a first impression, but it is definitely important! Show confidence without being cocky or arrogant. Remember to keep smiling and use the customer's name to establish rapport. Dress respectably and present an enthusiastic and positive attitude. Always thank your customer for their time but never apologize. Apologizing diminishes the importance your sales pitch.

Organization and good time management are essential when prospecting. Set weekly goals and follow a schedule of routine calls or callbacks. Concentrate on a different area each day and set a time limit as to how long will you spend there. Switch up your call times in order to reach customers who are not around at certain times during the day.


Continued in The Basics Of Successful Selling, Online Or Off! Part II

Comments

    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)