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Yes, this article is directed to you. Don't you fit into the "everyone" category? Here's why… Independent of the position you hold, and whether you are even working or not, you are constantly in the mode of trying to get people to... See more » Yes, this article is directed to you. Don't you fit into the "everyone" category? Here's why… Independent of the position you hold, and whether you are even working or not, you are constantly in the mode of trying to get people to do the things you want them to do. This includes your kids, a significant other, or a boss or subordinate in your company. We are always selling ideas, commitments, or simply expectations. That is why this month's article is directed toward the core challenges of a sales person; the value proposition, handling objections, and closing. How is it that just because we think we have the greatest idea that everyone else must think it is great? Your personal value proposition must be tailored to meet the values needed by your audience, independent of how obvious it is to you. Start first with looking at the big picture. If what your selling costs a lot, in today's economy you're going to have a very tough sell. Break it down into small chunks and consider the investment in minute increments; just like the pennies a day sale for Tupperware products. Worse than money, will be the commitment of time. If what you are selling requires much of the precious time that people have available they will turn you off regardless of the cost benefit. The only way to overcome the time barrier is show how it won't cost them any. More realistically, the minor investment of time now must be positioned to reap multiple levels of freed up time in the near future. Let's put this in perspective. The engineering manager wants to enhance the relationship with the design group to expedite the new product introduction cycle. Rule 1: This is not accomplished through emailing. Consider the sales approach of features and benefits. What is in it for the other guy, and how will you create an offer that they can't refuse. What the folks in design will buy from your idea is less time and frustration in accomplishing the myriad of tasks on their current plate. These are the benefits you must demonstrate through your idea selling. When you believe you have created interest and stimulated a possible buy of your ideas, it is time to go for the close. This is the critical time to call for action. What will you do, what will they do, and don't forget to ask, by when? Remember to get small commitments and build up to bigger ones as proof and comfort of your ideas are achieved. Your role in the organization is independent of the need to sell ideas appropriately. Wouldn't your subordinates rather be sold on working another weekend than ordered to be there? Today you may be tempted to say, your reward for a good job is your ability to keep it. Don't! Sell ideas to get commitment and them hold them to it! See less »

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sales, selling

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From the list : Business Management by ronr

Sales basics

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