Sales and Selling Techniques
Another one of the more popular Gurus is Richard Denny and his set on Sales and Selling Techniques. It’s popularity is not surprising, this is a must view set for anyone who works in sales, whether they’re new to the industry and want to discover some trade secrets or even if they’ve been in the industry for years, they’re still likely to pick up some useful tips and information.
Richard Denny explains that like a lot of people, he got into sales by accident and never aspired to work in sales as a child. After having a surplus of large eggs, which wouldn’t fit into the packaging, he sold them to Harrods marketed as large free range eggs and his empire soon expanded. In these exclusive sets, he gives away some of his trade secrets and explains how your attitude can be your best asset, so long as you know your product and industry and you believe in what your selling you can succeed.
He starts off explaining exactly what his definition of sales is; a sales person is a mind maker upper. Their job is help people make up their mind to buy the right service or product that’s right for them. The job of the sales person is to guide that process through.
One of the toughest parts of working in sales can be the rejection and being told no. Richard explains that this shouldn’t be a deterrent as a ‘no’ is only a no at that current moment in time. Your potential customer may not be interested in your product or service today, but circumstances can change, tomorrow, next month or next year, your product or service may be just what they’re looking for. By keeping in touch (but not pestering) you will stay in their mind, so, when they do want your product or service, you can turn that no into a sale.
Next to the ‘no’ response, sales people will also hear the potential customer already has a supplier which they’re quite happy with. This is another response that doesn’t necessarily mean an end to a potential sale. Asking questions is often the key to securing a sale, ask them if when they made the deal with their current supplier, they made it because they were offered the best service at the best price, (which will be the most common reason a contact was negotiated), they will more often than not agree to this, then you simply need to ask them if that still stands today. You then tell them you believe you can offer them the best service at the best price today, ask them if they would consider just giving you a trail with a small section of their business, once they’re happy with that service and you’ve earned their trust you will be able to get more business from them.
These are just a couple of snippets from dozens of videos by Richard Denny; why not take a look at the rest of Richards’s sales advice on GuruOnline now.