SELLING:
"Selling is the art of creating a desire in the mind of a buyer and
satisfying that desire so that both buyer and seller benefit." Now this may seem a bit odd fashioned for many of
today's photographers without a clue, but if you can't sell yourself, your product and services, you might as well stop now. If you don't believe a successful business is based on the tenets of a good product, priced fairly, promoted professionally and delivered on time exceeding expectations. Quit now.
What skills do you need:
• BELIEF IN YOURSELF - WHO ELSE?
• PERSISTENCE OVERCOMES RESISTANCE
• ENTHUSIASM CREATES POSITIVES
• KNOWLEDGE CREATE CONFIDENCE
• CONSISTENT QUALITY AND COMMUNICATION BUILDS RELATIONSHIPS
• EMPATHY CREATES UNDERSTANDING
• ENERGY and EXCITEMENT
THE SELLING PROBLEM ......... YOU!
You are the source of the problem, within that source is the solution to the same problem. Selling has much to do with fear ...
but not simply the fear of rejection. More specifically, selling has to do with
the fear of failure.
CONQUERING FEAR OF FAILURE:
Seeds of success are in every failure we experience.
“Nothing ventured, nothing gained happens to be true.” FEAR is crippling because we see
FAILURE as an embarrassment: As
something unnatural. But failure is quite normal and not at all something to be
ashamed of.
METHODOLOGY OF THE CONFIDENT SELLING
Take a
Personality Inventory of yourself, how are you looked upon by your peers, your self, your work, your assets, experiences and ultimately success all add up to your self concept. Inputs come from parents, friends and others, authority figures, limitations intelligence and fulfillment. Parents. Once we add up who we are, we know what direction to go in, but first we have to dispel some myths.
CONFIDENT PEOPLE ARE N0T!
• More intelligent - they just use information more
wisely.
• More talented - they know and use what they have.
“It is not enough to have talent. You must also have a talent to be lucky.”
• More human - do not expect the impossible from
themselves.
• More serious - on the contrary, demonstrate a sense
of humor: sense of balance; see things in a realistic perspective.
• More greedy-ambitious - on the contrary, demonstrate
a capacity to give of themselves.
WHAT IS THE NATURE OF
FAILURES?
• Failures are lazy without realizing the importance
(at times) of being lazy. Idle time is the most creative period for man.
• Confuse the difference between SELLING and
BUYING. A seller who SELLS
controls the transaction and loses the maximum benefit of the sale; a seller
who lets the buyer BUY allows the customer to control the transaction, thus
gaining the maximum benefit of the sale.
• Don’t repeat their successes - consider them a
matter of luck. Instead, they concentrate on what they do incorrectly rather
than correctly.
BUILD A CONFIDENCE MODEL:
SELLING 101 - MORE MYTHS OF SELLING:
• People must be forced, manipulated, “hood-winked” into buying. The salesman feels the customer wants to buy. He feels a vulnerability in the customer to sales pressure and, therefore, acts accordingly: WRONG: People don’t actually want to buy; but they want to be sold.
• Customer wants to control the sales transaction, TRUE! He wants to think that he bought (customer-oriented selling) and not that he was sold (sales-oriented selling). That he has been educated (by the salesperson) to make an intelligent selection or choice.