Sales - How To Be A Solutions Provider
I knew growing up I had no interest in becoming a salesman.
Little did I know that everyone is a salesman? Everyone has to sell themselves
and their ideas to the people they interact with. So it goes without saying,
you might as well sharpen your selling skills.
Growing up I saw the frustration in my father when he had to go
buy a new car. He felt like he was getting ripped off and pushed around. Going
to buy a car was not an experience my father enjoyed, nor did I. The sales
people I knew were back slapping jokesters that could talk the bark off a tree.
That was not for me!
Years later, I find myself in sales and realize now that my
perceptions of sales people were all wrong. The problem with sales is that there
is such a low barrier to entry. Many make their living only based on the sales
they make -- truly a lion and elk situation. There is a big difference between
someone who has a sales job and someone who is a sales professional. I have now
been in sales, marketing, and sales management roles for 13 years and I have
seen both the good and the bad.
Let's take a look at some of the keys to sales success.
No one wants to be sold ~ not you, not me. Telling people
what they need or that they should buy now turns people off. Oh sure, some
people will make one sale by using "sales techniques", but it will be
a rare customer that will come back for another transaction. Real estate
investing is a repeat business and we all need to look beyond the transaction
at hand to develop a relationship.
Build rapport with your customer. It doesn't matter
if you are raising private money, buying a property or selling a property --
you are dealing with people. They want to be treated as people, not a
transaction. Find common ground with your customer. Let them know you are
interested in them, not just the transaction. Beware, people can tell if you
are sincere so don't be fake.
Find out your customer's needs and wants. Ask twice as many
questions as you provide answers. You should be listening and actively engaging
with the customer. Uncover their motivations and why it is important to them.
In real estate, a seller may want full market value for their property. What
they may really need is $2000 for moving expenses and to stop foreclosure.
Create some pain in your customer's mind so you can solve
it. If a person is 30 days away from foreclosure and they want full market
value, ask questions like, "If we cannot work out a solution, what else
will you do to avoid foreclosure"? You can build the pain a little more by
asking, "How will foreclosure impact you and your family"? All of
these questions help the customer realize the pain they will have if they do
not work out a solution.
Solve the pain for your customer. "If we could
come to an agreement today, how would that help your situation"? These
types of questions will lead you to really understanding what the seller needs.
They will be ready to make a deal. Now you can ask, "What do you
absolutely need to get you out of this situation"?
As my view of sales has evolved, I now realize that my opinions
were formed from sales people that were not professionals. Build rapport,
understand your audience, find out their needs, and meet their needs. I now see
myself as a solution provider, not a sales person.
Vincent James Giovinazzo is the best sales
expert in New York. He had a lot of experience in this field. He share some
experience about his little past with his father. He is a best salesman and
consultant in finance industry. He has long term experience in this field. He
has all the skills to deal with any financial project. James Giovinazzo always provides best
services to their clients. Therefore today lots of clients connected with James Giovinazzo just because he is a
solution provider, not a sales person.
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