Selling in today's online world

Today, selling can be a difficult profession to be successful in with the growing online market.  Instead of coming into the store, consumers are doing more and more research and purchasing online.  Some businesses are giving consumers a discount or extra incentives to buy online because they don't have to pay their salespeople for the sale.  I have seen this at places like Verizon and Staples, and the list is growing more by the day.  How will the sales profession survive in a climate like this?

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Features and Benefits

Take a look at this video about selling Features and Benefits, and how important it is to the entire sales process.  If you do not do this correctly you will have more objections and you are selling your product short.  Please let me know if you have any questions or if you need some more examples.

steve@dadesalesandmarketing.com

http://dadesalesandmarketing.com/

How to link your Blog to Facebook and Twitter

Social media marketers like for all of their pages to be synced together so that when you update one page it will automatically update on their other pages.  There is a Facebook application called "Networked Blogs" that makes it easy for any blogger to post a link automatically on their Facebook page and Twitter page when they write a new blog post.  Not only does this save you time, but it also looks good on your Facebook page, and creates a tiny URL so it will fit on your Twitter page.

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How to properly uncover needs in a sale

Uncovering needs is the second part of the sales process, right after building rapport.  This is the part of the sales process that many good sales professionals struggle with, and peddlers skip completely.  People that don't know how to ask the right questions often feel that their prospects are annoyed by their questions, but that does not mean that you need to skip this step completely.  Questions to uncover needs should include the following:

• What features of your product are most important to them.
• What features about their current product they dislike or would like to change.
• How a better product, like the one you are selling, would change their lives.
• What would be the result if they do not buy your product.

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