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I put together this little article because, although basic, we all must "master the art of selling".With out this skill, thefoundation on which you build your business will not be a solidone.Mastering the "art of selling" is simply knowing how to presentwhatever it is that you're selling, to the buyer in such a mannerthat they feel buying it from you will solve their problemsor fulfill their dreams.
Anybody can sell anything to anybody.The thing is, some thingsare harder to sell than others and require different kinds ofpresentations.Finally, you've got to realize that unless youmake your "sales calls", you won't make any sales, and the moresales calls you make, the more sales you're going to sell.
Selling by online is really no different than selling in person, face to face with your prospect.Really, it's just a way of making sales calls more efficiently and economically.Thusyou've got to have your sales presentation on a web site or in anemail, and present it to your prospect just as if you werestanding at their front door. You've got to get their attention - you've got to appeal to their interests - you'vegot to make them understand how the purchase of your productwill benefit them - and finally, you've got to close the saleby causing them to reach into their wallet for their creditcard or to write out a check for whatever it is you're selling.
Remember, in essence, even though you're calling on your prospective buyers online, it's the same as if you were knocking on their front door.Thus it's very important that your material look its best. Make your sales piece - from theoutside in - look professional and successful.Everyone knowsthat the opening encounter with the prospect affects the successof the presentation and whether or not a sale is ultimatelyclosed.
Once they're at your site or reading your email and is looking atyour presentation, you've got to carry over that image ofprofessionalism and success - make them feel comfortable - befriendly and believable. Stimulate their interest in whateveryou're selling by appealing to one of their basic wants, needsor problems with a solution.Don't waste his time with a longand/or complicated dissertation.
Make your sales presentation flow - anticipate any objections -and logically answer - them within your presentation.Explainthe benefits to be derived from ownership of your product orservice, and then whenever possible, let them see or read ofproof or testimonials from people who have already bought from.
The most important thing you want to do is to create the fulfillment they'll have as a result of buying from you. Stimulate their imagination, and explain to them how he or she canuse whatever you're selling to their advantage.
Finally, and most importantly, make it as simple and as easy aspossible for your prospect to buy from you.Don't force them toread a long, drawn out sales agreement or contract.Just makeyour presentation, explain how purchasing from you will solvetheir problems or fulfill their dreams, paint a word picturethat allows them to see them self with your product and theirproblems solved or their dreams fulfilled, and then give thema simple coupon to fill out and send in along with their cash,check or money order.
The order agreement or simple coupon should close the sale foryou - that is, if you've written your presentation properly andthey see what you're selling as an answer to one of theirwants, needs or problems - it'll say: YES! I WANT WHAT YOU'RESELLING! HERE'S MY MONEY - SO PLEASE RUSH IT TO ME!
Too many sales presentations begin with some sort of story aboutthe seller - Hello there, I'm writing to you from the beautifulbeaches of Waikiki; or after a hundred years of research I'vefound the fountain of youth; even some such tripe as dear friend -you may not know me but I'm now a millionaire...
When you knock on that door - when you put your sales presentation online - when you're trying to sell something by email - appeal to the basic wants, needs or problems of yourprospect. He or she wants only to satisfy his or her problems -not read about who or where you are or what you've done - justask them if they'd like to know how to make their tires on theircar last 10 years or more - if so, let me explain - if not, thenyou can click on through because I don't want to waste yourtime...
Above all else, remember that people's wants, needs and problemsare changing constantly - and that people are learning all thetime - meaning that you must constantly be up-to-date with whatyou're selling, and improving your sales presentation.
About the Author ---- Jim Capobianco, the author of "10 Steps to Your Own Home-Based Business", has been self-employed for over 25 years, both on and off line. At his web site, Cap-Tech.com and in his newsletter, The Cap-Tech Times, he shares his experience and expertise when it comes to owning your own business. Come pay a visit at: http://www.cap-tech.com