The Right Way to 'Sell' Concepts - Will Double Your Profits - Profit Pointers=?ISO-8859-1?B?gSA=?=Curriculum, Issue 5

       WomenForWealth.com, The Right Way to 'Sell' Concepts - Will Double Your Profits - Profit Pointers™ Curriculum, Issue 5

From Christine Harvey (For application of these principles to:  business, real estate, network marketing, personal development, see APPLICATION TIPS below.)

Hi all,             

“Everybody lives by selling something – including our ideas, wants and wishes,” my banking client said to his staff in London following one of our ‘Pursuit of Profit Trainings.’ By pursuing this line of thinking, he was able to almost double his banking product sales in his branch alone. Our first step involved a change of mind set among his staff members - “When we convey ideas, we are ‘selling’ concepts.”

Here’s the biggest mistake people make when trying to ‘sell’ their concepts, products and services. Grasp this and your life and profits will soar.

Listen to these two parents trying to get their 4 year old to eat his vegetables, and see which one will get the desired results...

“Johnny, eat these – they are full of vitamins.”

Or, they might say,

“Johnny, eat these and you’ll get strong muscles like superman.”

Providing Johnny admires Superman and wants muscles, they will win with the second approach. Why? Because they are appealing to Johnny's needs. Johnny, in this case, is the ‘buyer’ of his parents ideas, wants and wishes!

The problem with the first approach is that Johnny doesn’t know - or even care, about vitamins. The problem with all of us in selling concepts is that we fail to identify what the ‘buyer’ cares about before we start reeling off the virtues of our ideas - or products and services. In short, we’re wasting our time.

The same is true of the salesperson who stresses the virtues of the digital transmission technology instead of what the customer wants - the speed of transmission, or perhaps the ease of use... Or the health product person who stresses how the product is freeze dried instead of what the product can do for the person... Or the coaching consultant who focuses on the list of services offered, rather than discovering first what the customer needs and wants.

To change your life and profit, remember this: People DO NOT buy the features and benefits of our products, services and ideas, they buy the BENEFITS TO THEM.

3 MINUTE FOCUS TIP: What idea, concept, products or service do you need to ‘sell’ today? Identify the benefits to the person you are ‘selling’ to and you will be home free! Just as my client experienced, your effectiveness and sales can double with a change of mind set  - everybody lives by selling something – including our ideas, wants and wishes.


APPLICATION TIPS:

Business, USE THIS FOCUS TIP to increase sales of products, services, and concepts.

Real estate, USE THIS FOCUS TIP with your assistant, team members and yourself to improve sales and profit.

Network marketing, USE THIS FOCUS TIP with your team members and yourself to improve sales, recruitment and profit.

Personal development, USE THIS FOCUS TIP to improve you’re ability to be persuasive and to ‘sell’ concepts.

REFERENCE RESOURCE: Chapter 3, Pages 39-40,  In Pursuit of Profit, by Christine Harvey - an international best seller, published in 8 languages and used by corporations and Institutes of Management around the world.

From ChrisitneHarvey@WomenForWealth.com

Christine Harvey is the Author of 6 Business and Leadership Books published in 25 languages by 48 publishers worldwide, including international best seller ‘Secrets of The World’s Top Sales Performers.’
Why not forward this to another person who can benefit – you’ll be helping them AND the economy at the same time!
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