Mr

by Karim
(Egypt)


I'm at zero level, and I want to be hero on sales, so what skills( Such as presentation,negotiations, presentation, handling objection and so on) do I need? and what books do you suggest me to learn those skills? and what books do you offer here on the site to help me learn those skills from zero to hero?

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Jan 31, 2016
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by: Greg

Hi Karim,

BIG QUESTIONS.

OK, it goes without saying you need to know what you sell.

You need the right attitude.
Your aim should be to help people ... improve their lives
Zig Ziglar, a famous sales trainer and motivational speaker had two quotes I really love.
"They wont care how much you know until they know how much you care"
and
"You can have everything you want in life if you just help enough other people get what they want"
The other attitude I favour is Curiosity .. you can get a lot further in sales by being interested rather than trying to be interesting

Next you need to take what you have learned about your product and pretend a customer is in front of you and they ask the question "so what" a few times
Example" our product is the most technologically advanced ...
"so what"
"Well it can do things our competitors cant"
"so what"
"Well for example it only needs to be serviced once a year and not every 3 months"
"so what"
"Well not only do you save on servicing costs you only have to go without the product once a year instead of 4 times, less hassel, more production etc."
Get the idea.... it helps you figure out what THEY want.

You need to learn how to get people to open up and speak to you .. go here ..
https://www.sellingandpersuasiontechniques.com/sales-rapport.html

When you speak to them you need to focus on their wants ..
https://www.sellingandpersuasiontechniques.com/sales-needs-v-wants.html

Yes, after that objection handling would help
https://www.sellingandpersuasiontechniques.com/sales-objections.html

and then Influence and Language skills.
https://www.sellingandpersuasiontechniques.com/Influence-psychology.html
https://www.sellingandpersuasiontechniques.com/power-words.html
https://www.sellingandpersuasiontechniques.com/power-words.html

Books to read.
An old one I still really love
"How I Raised myself from Failure to Success in Selling" by Frank Bettger
Others
"Influence" by Robert Cialdini
"The Secrets of Question Based Selling" by Thomas Freese
"The Greatest Salesman in the World" by Og Mandino
"The Little Red Book of Selling" by Jeffrey Gitomer
"The Psychology of Persuasion" by Kevin Hogan

Oh .. just thought of something else .. if you can get a hold of it listen to the audio book "Go Givers Sell More" ... I listened to it recently and the author managed to explain some of what I did in sales better than I have been able to do myself.

If you sell big ticket items SPIN Selling is good .. summary on my site here
https://www.sellingandpersuasiontechniques.com/SPIN-selling.html

More recent books, I haven't studied yet but popular: Snap Selling, New Sales Simplified, High Profit Selling

That should get you on the road to sales success.

Regards Greg

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