Sales is a Game of Chess

Sales is a Game of Chess
Sales is very much like a game of chess!

First of all, think of it as FUN! That's right. Sales is
just a fun game and sometimes you win and sometimes you
lose. But, it's fun all the same.

There are certain moves and strategies that you need to
learn in order to succeed.

You also need to pay close attention to your opponent (aka:
prospect). You need to study them closely in order to
assess what your next move will be.

Every single person has human needs that need to be filled.
It is your job to zero in on what needs your prospect has.
You then play your part accordingly.

The needs that most prospects have are:

- Money

- Security

- Status and Power

- Praise

- Personal growth and transformation

People buy benefits and solutions to their problems. So, if
they are poor they want a way to be rich. If they feel that
they have no control over their life, they want a way to
feel in control.

Prospects don't want information; they want answers!

It is our job as salespeople to:

1) Find out their needs

2) Help them understand how we will fill their need

Unfortunately, most salespeople begin their sales
conversations by inundating their prospect with all the
wonderful features of their product or company. The
salesperson tells the prospect that their product is the
newest on the market. Or perhaps their product is the best
value.

Believe it or not, People actually don't care about this.
They don't care if the product is the best price if it
doesn't solve their problems.

People care about how their life will change because of you
and/or your product.

The features of your company should all be explained on the
company website ' that is where your prospect should go to
learn about your product.

The only conversation you should have with a prospect about
the product facts are by answering their questions. Never
start out your sales conversation by listing out all the
wonderful things about your product.

Instead, start by asking questions! That is the most
important job that you have.

You ask questions so that you can figure out their needs
and problems. Unfortunately, most salespeople do not ask
enough questions. They perhaps ask two or three questions
and then move on into "presentation mode."

The second most important part of sales is to listen to
their answers. You need to carefully hear what your
prospect is saying. If you listen, your prospect will
reveal an enormous amount of information to you.

Once you understand where they are coming from, you can
then plan your strategy accordingly.

Remember, sales is much like a game of chess. Even though
it can be fun, you need to practice and refine your moves
until you become an expert!

----------------------------------------------------
Jessica Swanson is an extremely successful entrepreneur,
marketer and life coach who has achieved a high, six-figure
income. She has mentored hundreds of others on how to
achieve the same results. You can visit her at:
http://www.JessicaSwanson.com