Winning Customers

  Effective Selling

 

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Vadim Kotelnikov

By: Vadim Kotelnikov

Inventor and Founder

Ten3 Business e-Coach

1000ventures

InsBeCo

1000advices.com

success360

  

Sales Success Customer Value Proposition Building Trust Be Different and Make a Difference Closing Sales Unique Selling Point Differentiation Strategies Synergy

Three Parts of the Selling Process

  1. Establish rapport with the prospective customer

  2. Identify the problem or need that the prospective customer has, consciously or subconsciously, or create a need for a radically new product

  3. Present the solution and persuading the prospective customer to buy

 

The Power of Optimism

  • Sales. Optimism is a particularly powerful predictor of success in sales because optimistic salespeople take action, and continue taking action, even if their initial results are disappointing. As a result, optimists sell more and are less likely to quit... More

Your Five Core Selling Skills

By: Stewart Hutton

  1. Sell benefits, not features.

  2. Ask your customer questions that will uncover their need for your products.

  3. Present solutions based on your products that satisfy the customers needs.

  4. Overcome objections they raise.

  5. Close sales.

  Winning Customers  (By: Vadim Kotelnikov)

Competitive Strategies   (By: Vadim Kotelnikov)

Sustainable Competitive Advantage   (By: Vadim Kotelnikov)

The Art of Rainmaking   (by: Guy Kawasaki)

Make Your Competition Irrelevant  (By: John Mehrmann)

Achieve Visibility in Your Target Market: 10 Tips  (By: Glenn Ebersole)

4 Secrets for Selling Value Instead of Price  (By: Tessa Stowe)

Irresistible Sales Communicator  (By: Denise Corcoran)

How To Present With Passion  (By: David Greenberg)

Five Bargaining Tips  (By: Benjamin Franklin)

Selling by Coaching   (By: Vadim Kotelnikov)

Add Strategy To Your Advice  (by: Glenn Dietzel)

The ABC of Selling: Always Be Closing  (By: Derek Gehl)

Marketing & Selling Quotes

  Marketing Strategy (By: Vadim Kotelnikov)

4 Steps of Your Differentiation Strategy  (By: Jack Trout, Paul Rivkin)

7 Tips for Effective Positioning (By: Vadim Kotelnikov)

  Retaining Customers  (By: Vadim Kotelnikov)

Customers Will Usually Come Back If... (By: Jane Smith)

Customers for Life (By: Brian Tracy)

  People Skills  (By: Vadim Kotelnikov)

Building Relationships  (By: Vadim Kotelnikov)

  Effective Listening  (By: Vadim Kotelnikov)

Selling by Listening  (By: Kerry L. Johnson)

  Internet Marketing  (By: Derek Gehl)

How To Create Amazingly Seductive Offers  (By: Dan Lok)

A Simple Secret To Seducing the Search Engines  (By: Jim Daniels)

What Follow-Up Method Really Works?  (By: Tom Kulzer)

Selling Is Solving Problems

All businesses are selling solutions to problems.

Customer Success 360

Selling is about solving customer problems. Your prospective customers may be aware of these problems, or you can bring these problems to their attention. 

Your prospective customers may face these problems currently or they will face these problems as the situation and their needs change.

The most successful salespeople are the ones who find pressing customer problems, identify the customer’s priorities for solving those problems, and help customers solve them in a way that is convenient, cost effective, innovative and timely.

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Creative Marketing

When you find customers’ significant, pressing problems, they will be willing to pay for solutions. Find the problems that customers want to solve the most and that you are uniquely qualified to solve, and you will have a winning combination. The key to success is knowing how to market your problem solving abilities so people know what you can do for them and how they can benefit by using your solutions.

Taking the initiative to identify and solve customer-related problems in unique value-added ways is leadership. Sales leaders open new market opportunities. To be a sales leader, you must ask yourself continuously searching questions: What problems are you solving for your customers? How do your customers perceive these problems and your solutions? How do your customers prioritize those problems? What other customer's problems you can solve? What hidden or future problems customers are not aware of?

Customers have many problems. Put your finger on your customer’s problem, describe it clearly, and do it from the customer’s point of view. The problem should be one the customer sees value in solving. To find out what the really pressing problems are, ask the right questions and listen before acting or presenting your solution.

Don't Forget About Your Existing Customers!

It costs 6-8 times more to sell to a new customer than an existing one. Yet, sales and marketing budgets of many companies are heavily weighted toward new customer acquisition.

Yes, you should invest in new customers. But, you should also have distinct and specific plans for building customer loyalty.

Your Winning Self-Image

People with winning self-images constantly outsell those with low self-esteem. Your sense of your own importance will determine whether your prospect develops a positive image of you. The prospect will tend to see you as you see yourself. Your self-image is also visible in your body language and facial expressions.

Know Your Product and Its Value

Be prepared. If you are unprepared, you lose the sense of being in charge, which is self-defeating.

Do your homework in advance so you are 100% certain you can handle any situation that might arise. If you are a starter, entering a sales presentation fully prepared will do wonders for your self-confidence. Knowing that you know everything about your company, product and competition works miracles in elevating your self-image.

By knowing the strengths and weaknesses of your competition, you can emphasize a unique selling point that you exclusively offer, and this difference can win the sale.

Become an expert in your field. To keep current with the vast changes that are constantly taking place, exchange ideas with top professionals in your field regularly.

Try also to find out exactly what your prospect’s problems are and prepare solutions for them.

Selling By Listening

Great salespeople are great listeners. The most critical communication skill for anyone in the business world – managers, innovators, salespeople, and customer service specialists – is effective listening. People don't buy what you wish to sell. They buy what they need. Selling is not happening when you are talking. Selling is happening when your prospect is talking, and you are listening actively and passionately, listening to your prospect's emotions to find the right fit.

Selling By Serving

Don't forget that the purpose of your business is to help other people to solve their problems. Selling is not about you, it is about whether you're right for your prospects. People buy for their reasons, not yours. They don't care who great you and your product are until they understand how great you think they are. They don't care about your objectives and problems, they wish you help them solve their problem.

Offer a Bonus and Give a Deadline

Nothing prompts sales like a bonus. So provide a bonus for purchasing your product and give your prospective customers a deadline for getting your bonus. Many people buy because they don't want to miss out on a special deal.

Winning Customers (Ten3 Mini-course)

 

 
 
 

6 Smart & Fast Mini-courses

445 slides with executive summaries