Selling Dos and Don’ts
DO- Have fun with it. Practice with the low-priced item. Your success
will most likely remove the majority of the heavy feelings, pri-
marily dread, from your selling experience. Not only will this
make selling more enjoyable, but it will increase your business.
Who wants to buy from someone who is uptight and desper-
ate? Do you? - Put yourself in your customer’s shoes. Do this by focusing your
attention on what you have to offer, not on what you will
get. Remember, you are serving the customer rather than
persuading. - Avoid emotional overload through practice. Learn with the inex-
pensive item until you have some comfort and experience
with selling. If you are in emotional overload, you won’t re-
member our suggestions. - Impart a sense of urgency during your presentation. Remember, you
want customers to perceive what you have as so valuable they
can’t believe they have gotten along without it so far. - Ask questions. Questions get customers involved, enable you to
satisfy their desires, and provide valuable information. - Design, practice, and use an elevator speech—one brief enough to
make during a very quick elevator ride. The briefer the better.
Its purpose is to attract attention, create interest, and find out
whether it is beneficial for you to continue. One we like is: “I
teach people how to become wealthy entrepreneurs. Are you
interested?”
DON’T- Don’t talk too much.
- Don’t waste a lot of time on customers who buy on price alone.
- Don’t sell something you don’t care about.
Using the Five-Step Sales Map to Sell a Service
Next, we present two examples of the Five-Step Sales Map. The first
follows the map very closely, while the second adheres more loosely
to it.230 Learning to Sell the Easy Way