There is four main steps to follow when selling which are very important and they are; preliminary this where you build familiarity with the buyer.Second is investigating,this where you try to understand the needs of the buyer buy asking direct questions to the buyer.Third,demonstrating capacity,showing to the buyer that you have the capacity to produce result.Forth,obtaining commitment,this making the buyer to form an opinion of buying your product.Our day to day activities revolves around selling,everything that we do is selling e.g when looking for a job you must sale yourself to the interviewers and show your capacity,also when looking for a wife you must impress your wife to be that you are a capable young man and you have the capacity to take care of her better than other men who are also asking for his hand,all is selling that makes selling an important act that everybody should know and try to understand what makes you stand out as a good sales man or woman.
These the warming up events that occur before the serious selling begin.This include things as the way you introduce yourself and how you begin the conversation its very important in small sale as the fast impression my influence the buyers behavior and affect his decision towards your product.Most buyers buy products they don’t want only because of good presentation and risking a few shilling is no big deal.Risk involved in small sales is very minimal that makes it very easy to manipulate the customer to buy something he doesn’t want.
Almost every sale involve finding something out by asking questions.You may be uncovering the need or gating a better understanding of your customers.investigating is the most important of all the selling skills,and its particularly crucial in large sales.
In most sales you will need to demonstrate to customers that you’ve something worthwhile to offer.You have to show customer that you have a solution and that it makes a worthwhile contribution to helping solve their problem and by good investigating you can demonstrate capacity very easily.
A successful sale will end with some sort of commitment from the customer.In smaller sales the commitment is usually in the form of a purchase,but in large sales there may be a whole range of other commitments you have to obtain before you reach the order stage.Your objective in large sales may be to gate access to a higher level of decision makers.Large sales contain a number of intermediate steps .Each step advances the customer commitment towards the final decision.It is in this area unfortunately,that the classic closing techniques taught in most sales training programs are ineffective and may hurt your chances of success.Those techniques works only on small sale and to inexperienced buyers.In large sales buyers take time to research about the product due to the cost involved which makes him to concentrate on the value of the product and how it will help him not the sellers ability to give s sales pitch.