My Secret Selling Notebook
By Mark Rushworth
Copyright Mark Rushworth 2011
Published by Malaru
Published at smashwords
Introduction
Do you have a system in place for yourself when you are selling to your customers, or do you just hope for the best and just throw yourself to the mercy of your customer’s whim, or maybe bore them to death or confuse them with your sales technical jargon?
Stop!! And just take a look at yourself selling, and analyse your self and think what I do right and you are happy with and improve on it, and then analyse what I do wrong, and put a system in place so you can get it yourself and improve your selling techniques.
If you want to improve your sales and really start to sell, then you must study body language to build a better rapport with your customers, learn about NLP and what it can do for your selling.
As you can read as many sales books and manuals as possible, then its how you implement them and adjust them to your selling, its important that you feel comfortable using these techniques because you can make your pitch too robotic and rigid, and since your selling should be as smooth as possible, I would recommend you to write down your sales scripts, and start to practice reading them out to yourself, you may need to adjust and fine tune your scripts so it flows as naturally as possible for you.
Notepad
Now the techniques I am about to reveal to you, will guide and assist you and help you remember the important parts of the selling process you need to implement throughout your selling.
I would recommend you buy a notebook that you can carry with you, and easily fits into your pocket, also get yourself a multi coloured pen that you can change the ink colour by clicking down, so you can easily change the colour.
Scripts
When you write down your sales scripts, use a different colour to highlight certain words you want to use that is important to you for using in your script.
It is important to have a good sales script, it will make your selling improve, imagine all the sales you will close, because you have got some great sales scripts, and you will have a greater advantage over you sale colleagues using these scripts.
I have used certain words in bold so as to show you how certain words can create a better image in your customers mind while talking to them.
If you can make a list of words that you can create into your script then do so.
Words to use: if-then, as you-then you, because, make, since, Imagine, you.
Targets
In every selling environment there are sales targets that have to be met, everything is analysed, and if you are not reaching your sales targets the pressure is on, and soon you have someone on your back putting more pressure on you.
When you are selling to your customer, you are taught to break the payments down into smaller chunks, so it makes it seem more affordable for your customer to buy.
Well you should do the same for yourself when you are setting your sales goals down in writing.
On the back of your notepad, draw 3 to 4 columns to put your sales figures into, Then in the top cell of the column write sales into the first cell, then in the next column and cell write guarantees, next, in the following column write add-ons, and any other product you sell in the last one.
Again you can put in the money value you need to achieve, or put in how many of the item you need to sell to meet the quota you need to deliver that particular goal.
Once you start selling then mark off the figures once you reach these little milestones.
The easier the figures are to achieve, the more confident you are going to feel at reaching them, if you make them too stretching and you don’t reach them you can get disheartened.
This technique will help you to focus on your sales goals and help you to get to your sales target a lot easier for yourself; also it makes it a bit more fun for you and a bit more interesting for you.
Questions
When you are selling there are questions that you need to ask your customer’s, which you need to ask them to find out their needs, so you can narrow down the product range.
Now what I suggest you do, is to write down in different colours the questions you are going to ask your customers, so they are easy to find and memorise for you.
Questions like “what is the most important feature you are looking for”, and then followed by “what else is important to you” and the last one if you need to is,” anything else important to you”.
The important thing for you to remember is to gather the information you need to find the features from a selective product range the customer really wants from the products you are selling.
So you check back with your customer the three important features they would like their product to have.
And so you say to your customer “so you are looking for a product that has x, y and z”
Symbols
Using symbols to assist you in your selling is a great way for you to remember what you need to observe for in your customers body language, and watch out for the buying signals, like feet pointing at a particular product that they like, and if the feet are standing in line you usually find that is not a good sign that the customer is buying, the feet tell you so much to how the mind is thinking, or looking around for someone to help them, they seem to have a look of desperation in their faces, or even looking in their wallet or purse to make sure they have their credit card or cash.
Using the symbols with your selling will help you remember what you need to say next in your selling format to your customers,
Jot down the symbols in your notebook pages, from the observation symbols, to the selling symbol, to the body language symbols, and all the way down to the closing symbols, these will help you remember the sales process you need to go through when selling to your customers.
By putting the symbols into practice, it will give you a big advantage over the other salespeople in your business.
Here is a list of some of the symbols you can use to assist you in your selling.
If you don’t understand or misunderstand what these symbols mean, then you can buy secret selling symbols, which will give you a greater understanding of the symbols meanings.
Goals
Write down your sales goals in your notepad and as neat as you can, and once they are all written out, you can put them into your computer, or into your app in your pda or phone, so you can have instant access to them. Then repeat your goals to yourself on a daily basis.
I find driving in the car on my own is the best place to start to repeat my goals, as you are in a more private place, and less likely to get disturbed by anyone.
Next while repeating your goals, either out aloud or under your breath, start to repeat your goals to yourself.
Now this part is slightly different to most goal setting techniques, as this format creates a bit more emotion into your goals.
You need to put your music on of your choice, and start repeating your goals to yourself in time with your music, or sing in time while repeating your goals over the lyrics of the song being played, and really feel the emotion of the song in your goals.
As you repeat your goals this way, it gives your goals more energy to your mind.
Then while repeating your goals, you need to visualise your goals coming true.
Make sure your goals are achievable and not too overstretching, because you don’t want to get demoralised by them.
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