Chris Croft Training

Management Training Designed to Make a Difference

  • Home
  • About Chris
    • Videos of Chris
    • Hear Chris on podcasts
    • About Chris Croft Training
    • Chris Croft Training Time Line
    • Chris has been translated to all of these languages:
    • Testimonials
    • F.A.Q.
    • Privacy Policy
  • What I Offer
    • Training Courses
    • Keynotes
    • Open Public Courses
    • Online Courses
    • Zoom/Teams/Skype Training
    • Accredited Courses
  • Subjects Covered
    • Time Management
    • Project Management
    • Leadership
    • Difficult People
    • Negotiation
    • Selling
    • Presentation Skills
    • Happiness
  • Free Resources
    • Instant Guides
    • Video Instant Guides
    • Audio MP3s
    • Free Apps
    • Course Handouts
    • Measure your Happiness Score with the Happiness Lemon!
    • Tip of the Month
    • ** Chris’s Coupon Page **
  • Shop
    • Books
    • Online Training
    • Audio Courses
    • Reminder Cards
    • Apps
    • Cart
    • Checkout
  • Blog
  • Contact

An Instant Guide to Selling

Selling Instant Guide

  1. The objective of selling is not to push something on to someone who doesn’t really want it. It is to find out what they need and then to show them how you can help them.
  2. Be a great listener. You can’t help them unless you can first find out what their needs are. Other advantages of listening are that they will feel more important, they are more likely to like you, and also that you have control of the conversation if you are asking the questions.
  3. Use the questioning funnel – start with open questions, then move on to probing questions like “How do you mean exactly?” and “Tell me more”.
  4. Adapt to each of the four types: Analytical, Controller, Enthusiast, Amiable. They want to know about details, saving time, novelty/fun, and safety respectively.
  5. Link your solution to the customer’s needs: once you know what they want you can select the best solution for them, and show how the solution that you recommend will help with these needs. Only talk about the features that will benefit them, and for each feature use the phrase “which means” to show the benefits that they will get from the features.
  6. Objections, if any: The first objection they come up with is often not the real one so there’s no point trying to overcome that. Find out the real objection by peeling the onion – “Apart from that….” For example “apart from the price, is it perfect for what you want?”
  7. There are many other ways to overcome objections. Make sure you know what the commonest objections are and have answers ready. For example, answers to the price objection might be cost per use, cost over time, benefits outweigh cost, other alternatives cost more, safety, essential to survival, intangibles which you can’t put a cost on, etc
  8. A useful way to overcome objections is by using feel/felt/found: “Yes, I know how you feel, in fact I felt the same way at first, but what I found was…”
  9. Close: ask for the order. Ideally the close would not be sudden but a gradual crossing of a line where buying slowly becomes inevitable. Have a favourite close and use it comfortably.
  10. After the sale make sure they are left feeling comfortable with their decision.
  11. Keep in touch with them for referrals and future sales. These are much easier than getting new customers.
  12. If you don’t make the sale keep the next action with you, so that you have a reason to call them again.
  13. Efficiency: always be on time, always bring the things you need, prepare information on the customer, have a system where you always keep your promises, phone them back when arranged, no spelling mistakes, etc.

More on Selling

  • Read, watch, listen to more on Selling
  • Buy Books, Audio Mp3s Apps on Selling

Share this:

  • Facebook
  • Twitter
  • LinkedIn
  • Reddit

Filed Under: Instant Guides, Selling Tagged With: Selling

Leave a Reply Cancel reply

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Tip of the Month

Get my free monthly management and life tips! Sent to you by email, free for ever, and they never repeat.
Get your Tip of the Month

Buy My Big Book of Happiness

The Big Book of Happiness
The Big Book of Happiness

Upcoming Open Courses

  • 28th Jan - Leadership & Management ** via Zoom ** All Welcome
  • 18th Feb - Project Management ** via Zoom ** All Welcome
  • 23rd Feb - Negotiating Skills ** via Zoom ** All Welcome
  • 18th May - Sales Skills – In Person – Poole - All Welcome
  • 2nd Sep - Handling Difficult People – In Person – Poole – All Welcome

Latest Blog Articles

What is “Successful Trainers” all about?

You might have seen my adverts on YouTube, Linkedin or Facebook. After years of being asked "I'd … [Read More...]

Ten great uses for Trello

I love Trello! It's free, everyone can see the same board in real time, and it's so simple you can … [Read More...]

Why self-employed is the way to go

I was pushed into self employment, having been made redundant twice in a row - this was 20 years … [Read More...]

Putting a bit back

What's the most effective way to make a difference to people who need help? a) send … [Read More...]

12 things that Boris did right

So after a nail biting last minute finish we got a Brexit deal: ...but WAS it bail-biting? … [Read More...]

How to spend less time on buying food

The objective of time management is to maximise the time you spend on important things. This … [Read More...]

Testimonials

Negotiating – amazing

I just got this via linked in - great to receive     … [Read More...]

Process Improvement course – absolutely great

Yesterday, Jagoda Zablocka said the following: Hi Chris. I want to thank you in person for the training in process improvement fundamentals you delivered on Lynda.com. It was absolutely great and … [Read More...]

Read more testimonials...

Copyright © 2021 Chris Croft Training | Reg Company 05023412 | VAT No 699 0658 71