Selfevaluate all of the best ways to make a sale

September 25, 2011
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“Jeffrey, what’s the best way to make a sale?”

When I’m asked this question (and I’m asked it all the time), what the salesperson is really asking is: “What’s the easiest way to make a sale?”

Easy answer: The easiest way to make a sale is to lower your price to a point that you make no profit. Not a good option.

Real answer: There is no easiest way to make a sale.

And, just like there is no easiest way to make a sale, there is no best way to make a sale — but there are several elements that contain the word best that you must self-evaluate in order to discover why the sales takes place, or why not.

Key point of understanding: Selling is not manipulating. Selling is harmonizing.

Oh, you can occasionally make a manipulative sale. But if you’re still in the 1970s trying to “find the pain,” or “sell an up-front contract,” or “make a cold call,” or “close the sale,” you’re toast. Sales toast.

Here are the best ways to make a sale:

  • The best way to make a sale is to have your reputation precede you by word of mouth from your Google ranking, and from your business social media presence.

  • The best way to make a sale is to be known as a valued resource before you start.

  • The best way to make a sale is to be friendly before you start.

  • The best way to make a sale is to meet with the CEO or actual decision maker.

  • The best way to make a sale is not to be sales-y, or cocky, or condescending.

  • The best way to make a sale is to find some common ground before you start the selling process.

  • The best way to make a sale is to ask intelligent, emotionally engaging questions that draw out both needs and buying motives.

  • The best way to make a sale is to walk into the meeting with two ideas in favor of the customer.

  • The best way to make a sale is to have done pre-call preparation in terms of the customer.

  • The best way to make a sale is to convey value rather than features and benefits.

  • The best way to make a sale is to focus on how the customers profit and produce.

  • The best way to make a sale is to focus on outcomes and ownership.

  • The best way to make a sale is to relax throughout the entire sales conversation.

  • The best way to make a sale is to respond in a heartbeat.

  • The best way to make a sale is to make yourself available when a customer needs you.

  • The best way to make a sale is to support and prove all your claims with video testimonials from existing customers who love you and are loyal to you.

  • The best way to make a sale is to ask for a date of beginning, or some type of commitment to move forward, after you are certain you have removed all risks and removed all barriers from your prospect’s buying process.

  • The best way to make a sale is to have multiple relationships at different levels and departments within the same company.

  • The best way to make a sale is to earn the status of trusted advisor.

  • The best way to make a sale is to create the atmosphere where the customer wants to buy.

  • The best way to make a sale is to make the passion of your belief transferrable.

And there are questions you must ask yourself that enable the list of the best ways to make a sale:

  • Am I always achieving my personal best?

  • Am I always preparing my best for every sales call?

  • Is my attitude set on positive, and positive outcome?

  • Is my belief in product, company and self always at the highest level?

  • Do I believe in my heart that the customer is better off having purchased from me?

  • Am I always doing my best for every customer, every time?

Reality: As a customer, I do not need a salesman. I need productivity, an idea, morale, a profit provider and a trusted advisor.

Is that you?

Jeffrey Gitomer’s website, www.gitomer.com, has more information about training and seminars, or e-mail him personally at salesman@gitomer.com

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