Infinite Ideas - Super Selling: Simple Techniques for Satisfied Customers

Super selling

Simple techniques for satisfied customers

Infinite Ideas with Russell Webster

Copyright information

Copyright Russell Webster 1997, 2012

The right of Russell Webster to be identified as the author of this book has been asserted in accordance with the Copyright, Designs and Patents Act 1988.

First published in 1997 by David Grant Publishing; revised and updated edition published 2012 by

Infinite Ideas Limited
36 St Giles
Oxford
OX1 3LD
United Kingdom
www.infideas.com

All rights reserved. Except for the quotation of small passages for the purposes of criticism or review, no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning or otherwise, except under the terms of the Copyright, Designs and Patents Act 1988 or under the terms of a licence issued by the Copyright Licensing Agency Ltd, 90 Tottenham Court Road, London W1T 4LP, UK, without the permission in writing of the publisher. Requests to the publisher should be addressed to the Permissions Department, Infinite Ideas Limited, 36 St Giles, Oxford, OX1 3LD, UK, or faxed to +44 (0) 1865 514777.

A CIP catalog record for this book is available from the British Library

ISBN 9781908474483

Brand and product names are trademarks or registered trademarks of their respective owners.

Welcome

About Super selling

Can you really learn how to be a super salesperson by reading this short e-book? The answer is a resounding Yes. This book provides you with enough insight into modern sales techniques to enable you to totally revise the way you think about your business and the way you deal with other people.

Is this book for you?

You may already be selling for a living and wanting to increase your commission cheques. You may be about to embark upon a new career in selling or simply wishing to learn how to sell yourself to people or influence them a little more proficiently.

The skills we will teach you in this book will never change: you will, simply by becoming better and better at dealing with others.

Super selling is a collection of hands-on tips and real-life examples to help you become a much more effective sales person. It offers a guide to dip into for ideas and help. And, equally important, by using the skills taught in this book, you will learn to interact much better with other people.

In a world that is changing rapidly so too are selling techniques. Super selling is the smart answer! Dont expect a jargon-filled book, with page after page on closing techniques and how to identify buying signals. Thats old hat. What this book will teach you is how to empathize with people and how to get them to like you.

That sounds rather weak and flaccid, doesnt it? Isnt the perfect sales person meant to be aggressive and macho in their techniques? Actually, NO.

In the changing business environment, you need to develop new people skills to be successful. The Gordon Gecko approach to business, which essentially adopts a win at any costs strategy (even if it involves half bludgeoning your customer into a deal), is gone for ever. This book will teach you new skills for a new age.

How to use this book

The message in this book is its OK to skim It is written in a way that allows you to flick through and find the help you most need. You do not have to read it all at one go or do everything we advise straight away.

You will find that there are some graphic features used throughout the book to help you extract key information quickly.

Basic advice and examples are given as bullet points.

You?

These features ask you to think about something they set the scene and identify the problems by prompting you to consider familiar attitudes and situations.

Act

With the problems diagnosed, these features give you the framework for an action plan they will help you to change your behaviour patterns in a positive way.

Tips

These features appear at the end of each chapter. They are checklists which summarize all the advice given throughout the chapter and are also a useful reminder of whats where when you come back to look at this book in the future.

As you read through this book, you will come across lots of tips and practical advice on how to make a big impact when selling.

You could start by just going straight to any of the boxed features, which will ask you either to think about a problem or to do something about it and give you some ideas.

If youre really pushed for time, you can always direct to the tips at the end of each chapter.

Good luck!

1. NLP: an edge for life

Whats in this chapter for you

• NLP in a nutshell
• Diary of a bad sell
• Sure-fire openings
• NLP in a nutshell

Neuro Linguistic Programming it sounds very technical and sophisticated. Certainly over the past few years numerous thick books devoted solely to the subject have been published. In a nutshell it is the science of how the brain (neuro) deals with verbal and non-verbal language (linguistic) and the system the brain uses to write and retrieve that language or information (programming).

If that sounds at all complicated then lets simplify it: it is a state-of-the-art communication tool. It is an incredibly powerful mechanism that you can use in all of your dealings with other people and your dealings with yourself: your self-talk.

Understanding its applications fully can dramatically improve all of your relationships with other people and also build your self-esteem and self-confidence!

You?

Remember this golden rule and you wont go far wrong in your selling career: The greatest artistry of selling is to be able to create rapport and to possess the ability to ask the right questions.

Diary of a bad sell

You?

Have you ever been in a sales situation, and rapidly realized you have got off to a bad start with a customer the meeting just got worse? No matter what you try to do, you know that you are not going to succeed. Did you think you might as well just give up?

Lets start this book by looking at a recent experience of mine.

I was in a car showroom whilst my friend was paying for his car being serviced. On the windscreen of a silver car was its price tag it was very expensive! Below the price the monthly repayments were listed. My mental arithmetic is better than average and it just didnt compute. So I stood there, cogs whirring and scratching my chin for a moment trying to figure it out.

It must have been the chin scratching for a long time known as a buying signal because the next thing I know theres a salesperson standing next to me.

So, are you interested? he asked.

Quite frankly, I wasnt. And, the way in which he asked me sealed it even if I had been interested, he was not going to sell it to me. So before he even launched into his sales pitch I was on the defensive. He proceeded to then hamper his cause further.

It is a lot of car for your money, he said.

What happens if I dont like big cars? I thought. I also didnt feel too comfortable about suddenly having to think about parting with my hard-earned money. I stepped back a pace or two. He obviously didnt notice my body language.

It does nought to sixty in eight and a half seconds! he continued.

No doubt, he was really intending to impress me further with his sales prowess and knowledge of what I liked in a car. Having neither met me before, nor bothered to find out much about me, he was making a few assumptions based upon his belief of what makes a good car.