The 7 Top Principles Of Selling

Every industry has principles it follows to be successful. Selling also has its own set of principles that you as a marketing or sales specialist should follow:

1. Sell a top-quality product or service. If you arent selling a top-quality product, you will never be a quality salesperson. If you dont believe in the product youre selling, people can see right through that. If you work for a brochure printing company and you are touting your color brochures or catalog printing services, you need to believe that your products are of the highest quality. You need to sell with integrity and honesty. It helps if you can show some examples of your top-quality product.

2. Work with a top-quality company. You want to work for a reputable company, selling reputable products. This makes selling so much easier if you already have a sense of trust from customers. Before you sign on to sell for a company, do some research to find out if they have had any major complaints about their product, customer service, sales or any other aspect of the business. Ensure that the company has a culture that fosters good relationships.

3. Know your customer. You should have an ideal customer profile and you should know it thoroughly. If you dont, find one that fits you and your business. Does your ideal customer browse through catalog printing brochures to find the right catalog design for his company? Or does your customer use color brochures to get the word out to his own customers?

4. Be credible. If people dont trust you, which is basically what being credible boils down to, they wont buy from you. Youll be credible by following the first two principles and by being honest with your customers. It can take years to build your credibility, but it only takes one day, one person to ruin your credibility.

5. Sell yourself. You need to be intelligent about the product youre trying to sell and you need to be interesting at the same time. Whew! That takes practice. Practice selling yourself in front of your mirror. Also, when speaking with customers, dont talk down to them and learn to develop a rapport with people of different personalities.

6. Dont rely on logic. According to statistics, 84 percent of buying decisions are based on emotion, not logic. The top buying emotions are ego, security, greed, health, pride, prestige, ambition, status and fear of loss.

7. Dont sell on price alone. If the price is all you have to talk about, you wont make the sale. Back to the brochure printing company example, if you are selling brochures dirt cheap, but you cant tell the customer the value of your brochures and how they will help them, forget about it! No one buys on price alone; people buy based on price and value together.



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