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The Art of Turning Prospects Into Buyers

April 04, 2012 | Comments: 0 | Views: 78

Whenever a good sales person is seen making sales with relative ease, people often remark "how does he or she do it?" It seems so ridiculously easy to them like the prospect is in the palm of the sales person's hand. There are factors that make this happen.

1. First impression

A good first impression is vital because this makes the prospect decide if they are going to listen to you, or try to make an excuse to get away from you. To create a good impression, your appearance has to be good as in cleanliness and dress. Greeting with a smile and complementing them on their recent success, new car or whatever achievement they have made makes an even better first impression. A good first impression makes the prospect like you; always remember people will buy from those they like. (Very important)

2. Product knowledge

In order to sell the product you are promoting, you must be an authority on the product and to do this you must have total and all knowledge of what you are promoting. This inspires confidence in the customer, so when they see that you are fluent and conversant about your product, they will engage in the conversation therefore are more likely to buy from you. This is vital because if you are hesitating or not clear in your explanation of the product the prospect will switch off and say something like "I think I'll leave it for today but thank you for your help". If you want to sell success fully, know your product.

3. Tell the prospect why they need your product.

When selling the product you must identify what it would mean to the prospect. During the course of the conversation find out about aspect of the prospect life and in doing so match the information to the benefit of the product you are selling. If you detect what the prospects needs are, you can relate the product to the prospects requirements.

4. Maximise the benefits, minimise the cost.

Before a prospective buyer asks "how much does it cost?" have it calculated down to what the cost is per day or week where possible. You can say something like "for as little as 99 cent a week" or "for only 10 cent a day". When the cost is put in those terms it seems like very little. Or, where appropriate you can say that you product has been reduced as a special offer. This makes the prospect think that they are gaining something.

Accentuate the benefits or advantages of the product to the client in order to show them what great value is in the product for the price.

5. Be sincere and helpful.

Always come across as being honest and sincere when selling. Always be ready to help them and listen attentively to their queries and questions.

6. Close the sale.

The ability to close the sale is the most vital factor of all. It is important not to engage in selling of the product for too long where possible, as it can become boring to a prospect. When selling the product look for the opportune moment to say "would you like to avail of this great offer?" or "as you can see because of the great benefits / factors, it's selling like crazy, and I would hate to see you miss out". Always be ready to close the sale and sense the opportunity to do so.

These are the factors that make good sales people in all situations, whether it is cars, insurance, electronics, toys, it doesn't matter. Also in the online world of internet marketing and earning online income,these factors come into play when it comes to first impression, product knowledge, cost and benefits, and close of sale. But above all always remember you are selling yourself first, then the product.

To avail of more information and help visit Easy Online Income. Welcome to My Website

Source: EzineArticles
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First Impression


Good Sales


Sales Persons


Turning Prospects


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