Motivation Station

The 3 Basic Fundamentals of Sales.

1)Features 2)Benefits 3)Close

    Whatever you're Selling,it must have some Features about it that separates it from everyone else. Something unique, maybe it's the Price or maybe it's the Quantity! Think about it terms of a New Car, the Features would be all the Bells and Whistles like built in DVD player, or GPS or maybe it's a Hybrid and runs on other fuel types. Anything about this New Car that separate's it from everyone else is a Feature. Now if we were talking about the 1920's or the 30's, then we might say that a spare tire could be a Feature or even an Automatic Transmission. But not anymore as the times have changed and Time changes everything! Now, your Features have to really stand out and Scream at you because the competition is FIERCE! Everywhere you look these days there's another Salesman selling something! What is it about your product or service that would give you a Competitive Edge!

     Next, is the Benefits, which every product and service has, it's just sometimes difficult to see or put your finger on it because usually it's something the Consumer feels inside....It's called Satisfaction! That's exactly what a person feels when they spend money and they can tell someone how this is going to Benefit them. People love to spend money. It makes them feel good. Everyone on the planet get's a rush when they shell out some major bucks to buy something. All you have to do now is decide what Benefits your products or service will have to the Prospect and they will gladly hand over their money. Trust me when I tell you that the Prospect you're talking to is ready to spend some money Right Now, and they'll spend it with you "IF" you can just show them how it will Benefit them, so they can brag about their purchase to someone. In regards to the New Car sale, the Benefits could be Lower Gas Mileage, Lower Monthly Payments, or a 100,000 mile warranty. If the car is a Hybrid, then another Benefit is Lower Carbon Emissions helps the planet. Discover all the Benefits of your Product or Service and Know Them Well.....You Won't Survive as a Salesman otherwise.

   Last is the Close! This is the element that could make or break the Deal! It's the one thing that everybody thinks they're good at, but Most People don't have a clue what to do! Your Timing here will vary on every single prospect, but your Method must stay the same. The Close is made up of 2 very important parts. Value and Price! Don't get those two confused and Never Ever get them out of order. First comes Value. The definition of Value in the Sales Business is: How much is it worth right now! Not 10 minutes from now or next week but Right Now! You see when you first walk up to a Prospect and introduce yourself as a Salesperson, well, the product or service that you're selling is worthless! That's right, you couldn't give it away! In some cases People wouldn't take it if you paid them! But that's because they don't know anything about it yet. Go up to a stranger and say "Hi, I'm a salesperson and I've decided to just give you one today because I Like you." Even though it was free, almost everyone would still ask, "What are you selling?" And the reason is because they still have to make a decision as to whether or not they want it. The moment you start talking to a New Prospect, you'll start to build or destroy Value. What I mean is you'll either do a good job at Building Value by describing the Feature's and Benefit's or you'll do a Poor job. If you are a Professional, and you communicate well with the Prospect, you'll Build Value in whatever you're selling. The idea is that you'll build the Value High enough that when you tell them the Price........Wow......That's a Deal! You'll know when you failed at building Value in the Sale when you speak to someone whom for all practical reasons, should have bought today, But,.......Didn't. Before you ever mention any price of any kind to anyone, make sure that you've built the Value to far more than what YOUR PRICE is!
     The last thing to say about the Close is....SHUT UP! I know that sounds Harsh but, ...SHUT UP! Every Successful Salesperson has at some time experienced the effect of Talking themselves right out of the Sale! SHUT UP! You've got to know when to talk and when to shut up! It has been said a million times about this scenario, When going to the table with the Close, after you speak those scary words about MONEY!!! The Price!!!!
It is then that you should not speak another word until they speak. A wise Man says, "He who speaks first, Losses!" This is True. You need to let the Prospect absorb all that has been said. Relax, If you've done a good job, they'll buy...If they ask you questions after you've pitched the Close, then you know they're interested. Answer any Questions they may have, but again be precise and to the point or you'll have the appearance that you re still trying to sell them and they'll get defensive. If you have any paperwork to fill out to complete the Sale, you'll want to get that out now and even start to fill it out, asking for correct address, phone number, etc. Assuming that we're going to Close the Deal Today, Don't worry, If they have No Intentions of buying anything from you, they'll stop you.

     In closing I would like to add that every time you Speak to another person in regards to Selling, A Sale is Always made. Either you sell them on Value...or they Sell you on Excuses. I've developed a "Knack" for Approaching People, Communicating with People, and the ability to Professionally deliver any product or service to anyone. Do your homework and as much research as possible on Sales Training and Motivation, and become part of,"What makes AMERICA a Great Place to Live."