|
"Learn / Teach / Sell”
Yourself to More Sales
Every sales
call you make needs to include the “Learn, Teach, Sell” concept. Today’s
customer has many options available to them. Rarely are we in a position
to sell to a customer something that is so unique and compelling that they
have no other choice but to buy from us. To help create a competitive edge
in the marketplace, we must find ways to distinguish our selling process
from our competition’s.
One of the most effective ways to do this is to use each call to “learn”
something about the customer and to “teach” them something about the
business. When we take the time to both “learn” and “teach” the customer
something, then we have earned the right to “sell” them.
“Learning” something about the customer is absolutely essential if we are
going to be in a position to help identify their true needs. Therefore,
the questions you ask must allow you to gain information that can be used
either in the current call or at a later time with the customer. An
example might be finding out from a customer what their financial limits
are.
“Teaching” is the way we can help the customer become more qualified in
their position and, in turn, make better decisions. Teaching them
something should not be centered on the products or services we offer, but
on the industry and business practices. The key is to provide them with
practical information. By doing so, you will demonstrate that you are
interested in helping them be more successful, rather than just selling
them something.
The final step is to “sell” the customer. Naturally, we want to sell our
products on every call. However, reality reminds us that many times there
are objections and other issues that must be overcome before the customer
will buy from us. Still, it is essential for us to “sell” on every sales
call, whether it is simply selling our integrity, our listening skills, or
our personal style.
In the end, we have been successful if we have earned the right,
privilege, honor, and respect to call on the customer again. This is best
achieved when we’ve taken the time to first learn from them, and, second,
teach them information of benefit.
Mark Hunter, “The Sales Hunter”, is a sales expert who speaks to thousands
each year on how to increase their sales profitability. You can receive a
free sales tip each week via email by contacting “The Sales Hunter” at
www.TheSalesHunter.com |
