How to Sell Well: 3 Principles in Making a Sale

Whether we’re aware or not, we’re all into sales.

When we talk to our kids about values, say respect, we’re selling to them the concept, and want them to “buy-in.”  When you have a great idea for a strategic direction, you “sell” the good points and convince others to buy it.  For those who are selling a product, they throw a sales pitch so that they can get a big sale.  Selling is part of our lives.

How, then, do we become good salespeople? Below are three principles on selling.

1. Establish trust. Selling is about good relationship.

Zig Ziglar said, “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” If people don’t trust you, they’ll not buy. Patricia Fripp emphasizes this point: “You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise. ”

2. If trust is hard to gain, have someone refer you

“In sales, a referral is the key to the door of resistance.” – Bo Bennett

There is power in a recommendation from someone you trust.

“You should try their ramen.”

“Their chocolate cake is to die for.”

“He’s a very good speaker.”

When we hear these things from our close friends, it makes us want to try it out too. When you are introduced by someone important to your potential client, it increases the level of trust. The client may want to “try” you out too.

3. Serve those whom you are selling

“If you are not taking care of your customer, your competitor will.” – Bob Hooey

If you are offering something that helps your client, then you are doing service. The idea is how to continue serving them, beyond the sale. If your service is good, they will continue to trust you — and best of all, recommend you to others.

Sell well! Keep being Fired Up!

“Therefore, when you sell any land to your neighbor or buy any from him, do not deal unfairly.” (Leviticus 25:14)

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