So many salespeople go into selling without understanding the fundamentals and how they are to be used to build business relationships. Often, the hard sell strategies end up doing just the opposite, leaving the salesperson scratching his or her head wondering “where am I going wrong”? This is why you need not only to become a subject matter expert, but also to make friends too.
Sometimes a small mistake can turn off a client and cause negative thoughts and attitudes. So, I would like to recommend a couple of books on the subject of sales for you to read. They complement each other well. The first is:
Winning Moves – The Body Language of Selling, by Ken Delmar, 1984.
The book has a great subtitle, “the keys, strategies, moves, gestures, expressions, style and aura that work for winners.” Delmar suggests that religious leaders, politicians, actors, trial lawyers and top sales people all have specific behaviors in common. If we can emulate these behaviors, we too can be successful.
Among the topics he discusses are how to maintain composure and an aura of trust, limit stress, feel relaxed, self-assured and confident. Imagine disarming prospects by improving your voice and body language to promote accommodating and listening prospect engagement. Potentially even winning over hostile leads with open body language and calm tone of voice. Learning to look alive on camera, command a room, and to quell anger – its all covered in this great book. The second of my choices is:
How to Master the Art of Selling Real Estate, by Tom Hopkins, 1986.
Hopkins opens his book by explaining what society expects of a real-estate salesperson. He then works to explain how to modify audience expectations to deliver encounters that will encourage prospective customers to engage positively. He writes about prospecting, qualifying, verbal techniques, telephone sales, open house techniques, asking for commitment or offers, and how to close the sale. Next, how to present the proposal and how to maintain a referral network from happy customers and their friends. There is also a section on staying organized, scheduling and planning. The final chapter is how to keep a score card of your successes; tracking sales, money made, net-worth and goal setting. Above all, he stresses maintaining a professional attitude at all times.
Reading these two books, and applying their ideas should aid you in increasing sales while, at the same time, making more friends.
Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below. We look forward to talking to you soon!
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