Effective Sales Job Motivation

Direct or assumptive – used when the customer openly agrees with the messages or benefits

Choice of alternative – give the customer a choice between two or more alternatives

Physical action close – this involves getting the customer to act, asking him to do something.

If the customer has not verbally indicated in his agreement, a request for commitment is needed. In asking the customer’s agreement to use the product, you should specify the benefits and the needs answered. A definite part of the sales presentation should be a planned closing which you should practice to make it run smoothly and without fumbling.

The final step in the sales presentation is the close. It is the part where you help the prospect come to a decision, his mental reaction to your sales presentation. No sales interview is complete unless and until you have asked the prospect for his final decision. The key element in successful sales closing is your attitude as a seller. You can assume that if your presentation is convincing, and that your proposition is mutually advantageous to both, the prospect will certainly buy. The difference between a successful sales interview and one which does not result in sales is in the request or the lack of request for a decision.

The average person would rather talk about himself than hear about the list of the top ten people in the world. In fact they only care about three things: themselves, their family and their job or career. Develop rapport by showing a sincere interest or being a great listener to your customers and prospects. Remember that people buy because of you, and the product or service that you are selling is only secondary.

Make them a friend before you can make a sale. Be interested in them, and they will be interested. They will not care how much you know until they know how much you care.

The attention phase defines the scope of the discussion to be taken up with the customer. Here are several principles to observe in constructing your opening statement regardless of how you plan to approach the prospect.
Speak slowly – Give the prospect a chance to hear every word and adjust to your voice. It takes a few seconds for him to get cleared of previous thoughts and he could miss a considerable portion of your opener. Also, rapid speech gives some people the impression of “high pressure” selling.
Use product Lead-in – Use an opener that is appropriate to the product that serves as a good lead-in in your discussion. Use comparisons, contrasts, anecdotes.

It is important that you do not delay moving from the attention to the body of your presentation – your product message. The main idea is a simple, memorable statement of how the product provides an answer to his. Your objective is to further stimulate the prospect’s interest and to convert the interest into desire. You accomplish this by describing what the product does for the consumer, its actions and its benefits, in a concise, logical manner and with a degree of enthusiasm and sincerity. This is a critical stage in your presentation. If you have not been convincing, there will be no desire on the part of the prospect to purchase.

According to the best salespeople, the actual sale is really made during the qualifying stage. This is when you have to gather the information to ask your customers or prospects about their need and connect it to the product and service that you are selling. Although you might think that you are a good listener, you may not really hear what people say because you are so busy thinking about what you have to say next!

Don’t fall into this trap! Develop your listening skills in three critical areas: what customers say, how they say it, and what do they really mean with what they said.

Aside from learning about closed (answerable by yes or no) or open (answerable with an explanation) questions, we have to learn about instructional statements. Of course we know that open questions should be asked more because they give us more information.

However, if we need to ask them 5 or 10 questions, we will risk sounding like an FBI interrogator. What we need to avoid this is to use instructional statements. It is the best way to qualify or to get the information that you need. Statements like, “Tell me about…” or “Share with me…” or “Fill me in on…” are less confrontational and much more conversational.

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Having a workout partner and effectively losing weight or joining study groups to earn high grades reinforces the importance of having a buddy to be able to succeed in your career. The truth behind the fact that buddying up two or more of your colleagues maybe due to the fact that having them provides physical and emotional support. Seeing them and working with them creates a sense of accountability and motivation. You do that by comparing notes and copying each other’s best work practices. And also having a buddy enables you to share further into each buddy’s network. You get to know more and more people and in one way can give some quality insights to some of your goals at work.

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actually aside from blog writing. i am also into multi-level marketing or networking. i became exposed to Multi level marketing because the first time i tried to job search only MLM Company reply to me because i’m only 4th year highschool that time. of course at first you will be shocked because you need to put investment, but because i’m only a student and i don’t have enough money to invest so they just hire me as a refferal agent in short if i will refer some one who might interested to what they offer that’s the time that i will earn my commission. with that style of compensation i must not be motivate but since i’m only after the salary i was convinced to earn the half of what they are earning. sales is not an easy job but with sales everything is worth paying for. especially in multi-level marketing because as a networker you should be able to sell the same time but with much higher price that the market price.

Mention a User-benefit – The prospect is interested in what he will gain from your proposition. Therefore, mentioning or suggesting a benefit in the attention phase will help you achieve the interest you want. Begin your presentation by speaking of their needs. Let the prospect know that you are there to offer him what he needs and wants.
Pose a problem/Statement of fact – A statement of fact is also an effective opener.
Visualize – Use of visual aids or to dramatize a problem or fact greatly enhances the opening.
Be brief/To the Point – The statement should be brief, concise, and to the point.