Nothing Happens Until Someone Sells SomethingWritten by Lorraine Pirihi
You can always tell a good salesperson, they are always on look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about goods and services they offer or both. And for those of you who turn your nose up at people who 'sell' for a living, forget it! Everyone has to sell something. You wouldn't have a job if your company had nothing to offer. Every business has to sell something. Selling creates business. Sales creates economies. Imagine what would happen if your local supermarket had no stock to sell. They would go out of business and so would many other businesses who sell their products to supermarket. Heaps of people would be unemployed as there would be no reason for them to be at work. If you work in an education institution, what would happen if you didn't have courses to sell? There would be no need to employ anyone as you wouldn't make any money to run organisation. There is more to selling, than telling According to Michael Gross, parenting expert and well-known speaker, when you know who you are dealing with, you can dramatically increase number of sales you make. Birth order knowledge gives you vital clues to approach you use and helps you increase your sales performance. First borns If you are selling to first borns make your approach direct and to point in line with their direct, no-nonsense personalities. They like meat and potato type information to help them make a decision and they don't respond so readily to gloss and glitter of coloured brochures and other bells and whistles that can be used in selling process. When selling to first borns tell them what your service or product will do for them rather than focus on features or fads. Closing a sale to first borns is also tricky. First borns like to be in control so it is a mistake to back them into a corner. The "Now that you can see benefits I shall just show you where to sign" approach won't work with many first borns. They are cautious and often like to take their time and consider their options. An attempt at a quick close can cause them to back off completely. First borns need to think that they are doing buying rather than they are being sold to but that doesn't mean that you don't follow up with first borns. You may need to be very persistent with this group, as they like to take their time when they buy.
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