Employing Effective Sales Techniques
When selling anything, there are 5 basic stages of action that a salesperson must induce from a potential customer to make that sale. After youve obtained your lead, be sure to follow these guidelines. They are:
* Attention: You must get the potential customer focused on your product through prospecting or advertising.
* Interest: Now you must keep their attention and develop their need to know more; this is often done through an emotional appeal that is backed-up by a logical connection. (If youre selling life insurance the question, Will your family be financially secure if you pass on? is logical, but it also plays upon the emotion of a husband or wife dying and leaving their spouse and kids forlorn.)
* Desire: The lead must want what youre selling and not what someone else is selling. Build their desire for your product by revealing its value and your companys commitment.
* Conviction: Use statistics and facts to make your case. If selling life insurance, point out the fiscal deficit the family will face due to an untimely death and how a policy will fill the gap. Use national figures regarding...
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