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SELLING



SELLING IS AN ART

"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, and save the grief for another day. 


SKILL SET NEEDED
•  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 ... IS ALL ABOUT 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.  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.
  •  They 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

ADD :  +  ASPIRATIONS 

             + OPPORTUNITIES

             + REALITY

             - RISKS
_________________________
             = REWARDS

Know who you are, know where you are, know what you are.


TAKE THE WORRY AND FRUSTRATION OUT OF SELLING

RIGHT     Attitude toward your client

FAIR        Understanding your clients needs

VERY       Persuasive to a point of seduction

GOOD     Motivation to handle objections


SELLING 101 -  MORE MYTHS OF SELLING 

MYTH - 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.


MYTH - 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.


MYTH - Low pressure vs. High pressure:   LOW wins!  
TRUE!  As a more educated and discriminating buying public dominates the marketplace, the pendulum inevitably swings more and more towards low pressure selling and away from the more obvious and less satisfying high pressure selling.


MYTH - Problem of selling is the fickleness of the customer.  
NOT TRUE! The salesperson is the problem (and not the customer) as he invariably falsely assumes the definition of the selling situation. Simply put he prejudges.

 © copyright aljacobs Stardate 10-18-2012