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The 4 E’s of selling
minti • 21 December 2013
Ask any business owner what makes their business tick and the answer you will most commonly hear is sales. The simple fact is that sales are the cornerstone of any business operation. Sales mean revenue, which hopefully results in profit. Having said that, when most people think of sales they immediately imagine the pushy salesman at your front door, trying to sell you a host of products you probably don’t need at that precise moment – think double glazing, insurance, you get the idea!
However, being pushy and conforming to the stereotype is not the only way to achieve sales and success. The aim of this blog is to highlight 4 E’s you can incorporate into your sales mind-set that will allow you to become a better sales person without being that pushy person at the door.
• Enthusiasm – Without enthusiasm and passion it is difficult to sell any product or service. With that being said, do you really believe in the product or service you are selling? Will it benefit the consumer? Would you actually purchase it? If you can demonstrate your enthusiasm for your offering that will come across to your potential client. When you exhibit this enthusiasm, it won’t feel like you’re selling. Instead, you will be sharing your passion for a product/service with your potential customers.
• Engagement – Looking at things from your customers’ perspective is crucial in engaging with them and making them feel as though your product/service is right for them. You could devise five or ten reasons why a customer would benefit from doing business with you. For example, you may save them money? Or allow them to interact with their customers more closely? The key here is to adapt the benefits to the customers own situation.
Another crucial part of engagement centres on language. When talking to customers, avoid technical “jargon” and tailor your language to your audience. By speaking in a way that is familiar to your customers you are more likely to engage and connect with them.
• Equanimity – Falling into the trap of being too pushy and desperate in a sales scenario is something a lot of people do, whether consciously or unconsciously. The key here is to trust your abilities and to believe in your product/service. Once you have achieved this and you stop trying to imitate others in your industry, you will find people will be more prepared to buy from you.
• Ethics – Treating other people as you would expect others to treat you is vital in sales as well as in life. Maintaining professional conduct is important in business as customers like to deal with people who are genuine and honest. Understand your own personal values and stick to them. When selling to your customers, be honest, clear and transparent as customers will appreciate this in the long run.
As highlighted, sales can be achieved by adhering to the principals outlined above. To find out how Eazi-Apps can help you join the mobile revolution and sell mobile apps to businesses, contact us today.
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