Eight Strategies For Power Selling
by Wendee Mason, MBA
1. Master direct advertising and never prospect again
Get a steady stream of qualified prospects to call you
Stop talking to people who can’t buy
Use emotional, measurable advertising
Use direct marketing instead of prospecting, through mail or email.
2. Double your selling time and you’ll double your income
Get as many assistants to do the jobs you hate to do
Hire telemarketers to get your leads
Develop a system that works for you, filing, call backs, sales, lead generation
Quit wasting time on non-sales producing jobs, such as organizing, clearing your desk
3. Ask questions to determine your prospect’s interests, problems
Find out why they would buy BEFORE you tell them about your product or service.
Develop a list of questions that will reveal answers. This is how to close your prospects.
4. Talk in terms of benefits not features
Hit your prospect with human emotions on the right side of brain.
Tell them stories, let them see themselves using and enjoying your product
5. Concentrate on your E-factors (Emotional)
The ability to move people on the strength of your personality alone. Make sure your personality is something that others like. Are you a driver, expressive, analytical or amiable?
Celebrity, Credibility, Expertise, Emotions, Humor, Independence, Decisive
6. Anticipate objections and stalls and have answers ready
Never accept "I’ll think about it". Ask them what they want to think about.
Never give up on a "no". It's just a test of your tenacity.
7. Direct them how to buy and use an alternative choice close
Give them two choices each leading to the sale. Tuesday or Friday? Cash or credit?
8. MASTER the basics of selling and speaking
Since selling is your livelihood, you have to be the ultimate expert in selling skills and strategies. Winging it will lead to financial disaster.
The best way to sell to more than one person is to become a public speaker. Develop power from the platform and you’ll never go broke!