Understanding The Art of Selling
Today's sales and marketing people face a serious task in making a product
saleable and reaching their sales goals. The average individual of the 21st century has been exposed to an
avalanche of advertising materials, sale pitches and various marketing strategies. As a result, today's "average
client" has learned every selling trick in the book, so to speak, having been exposed to a variety of selling
Advice and Tips
for Crafting an Effective Sale Pitch
In sales, delivering information in the hope of
selling a service or product, is called sale pitch. These days things are different and salespeople
treat the 'pitch' process in a different manner. Potential clients have learned that a pitch always
come with a catch.
Selling so Hard, to Get More Sales
When it comes to making more sales, being pushy
can be annoying and counterproductive. Instead of focusing hard on making sales, try focusing on
what your client's needs are. This will build a good long-term relationship and a solid reputation
with your client.
So, what does work in selling? What makes a product saleable? How can you
influence a person? There are three factors that can influence a person in an effective way. Those are:
imagination, language, and perception systems.
We process information via associations with our previous experiences. When a
person thinks of orange juice, he or she imagines drinking it with delight and pleasure. Advertising slogans
One has to work out the right wording or advertising slogan to create this
association in his or her mind, to make them buy the product - in this case orange juice. Slogan uses language to
create verbal instructions that will activate the senses.
A human has five senses: touch, sound, smell, sight, and taste. If you can come up
with an advertising slogan to activate all these perception systems, your selling campaign will be more likely to
|Generating good sales is influenced by three important
language and perception systems. (Image by
Every person has a dominating perception channel or sense that transmits the
biggest amount of information into the brain. If you will be lucky enough to figure out what it is, use it and
concentrate on its activation.
In dealing with your client, concentrate on your product's benefits. Client does not buy product,
but the benefits he gets from owning and using that product.
Finally, figure out your client's
needs. Observe how he or she reacts to certain aspects of your
product presentation - when he's delighted and when he's dissatisfied with something. This is your key to
understanding his or her needs.