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A little about me
Hello everyone, My name is Scott Blide and I am the top salesman for the number one retailer for Direct TV in North America Direct TV is a satellite television service that replaces cable television. This product is marketed worldwide but I only did sales for the continental United States. I want to be brief but share some of my knowledge about sales and hopefully someone will benefit from this. This most important thing in my experience is that no one wants to be sold anything. For example, if you go to everyone you know and say "I have a flashlight, do you want to buy it?" chances is are you are going to have to ask many people before you sell that flashlight. Instead you need to direct you efforts to people who have a need for that flashlight. For example you target you efforts to someone who wants to see in dark places. So targeting the correct market is very important. Next when you have your market targeted, an effective salesman will not say "Buy my flashlight" he will try to solve a problem or create a solution to a need. "I understand you want to see in a dark place, I have something that can help." This builds credibility with the customer in that you are trying to help them and not sell them. You start to build a relationship. If I don't say another word I have to emphasize "MAKE A FRIEND". As in internet marketing sales is very much referral driven. So if you have a friend that makes a purchase he or she is much more likely to tell their friends. Get the picture? There are 8 steps to every sale 1. Greet
2. Qualify
3. Set on Product
4. Trial Close
5. Overcome objections
6. Close
7. Button up
8. Referrals |
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May, 2012
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