Sales: Make that Sale – Especially Now!
February 12, 2009 at 7:00 AM Alvin Roselin 2 comments
Learn the Key to Sales Success
Remember that old advertising adage, “Sell the Sizzle Not the Steak.” Of course, it referred to getting the readers attention by making the promise of a memorable dining experience – rather than the availability of a well prepared meal to satisfy your hunger. Those marketing experts used the phrase as a metaphor in appealing to a customer’s perceived desire to get the most benefit from a product.
People don’t just buy products or services. They buy the benefits that fulfill their needs which are derived from the products.
The best sales people in the world understand human nature almost intuitively. Think of how much more you can sell if you see their needs or wants from THEIR perspective and not from yours. You must sell your product or service because that’s your business. They will only buy if it satisfies THEIR needs. So, once you ascertain what your customer’s real needs and wants are, you can adapt your sales approach to exactly fit what they want to buy.
Leave comments of some of your favorite sales ideas and they’ll be used in future posts.
Alvin Roselin, SCORE New York
View posts by Alvin
Entry filed under: Marketing, Success. Tags: advertising, customer relations, Marketing, Sales Tip.
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Alvin Roselin
1.
Joe Kutchera | February 25, 2009 at 4:33 AM
Good tip. Very simple but easy to forget.
2.
EWK | March 19, 2009 at 1:28 AM
I agree re: the best sales people understanding human nature, etc.
I also think the best salespeople/marketers are also some of the best storytellers I’ve met. They can keep the story moving right along, adapt to what the listener wants to hear, hit high highs and zip right into the punchline.