Six Keys to Effective Selling

In order to sell you need to understand these 6 basic principles to selling and carefully follow them.

1. Skill - Caesar not only conquered the western Germans, he also went on to defeat the various Celtic tribes of Gaul and Britain. Over an eight-year period he subjugated all of modern France, Switzerland, Austria, Western Germany, Belgium, Holland and southern England. His military conquests are unrivaled in world history. He even defeated his former political ally and son-in-law, Pompey, in the Roman civil war. On more than a dozen occasions, he barely escaped with his life. His military prowess led him to utter his famous words, "Veni, vidi, vici" (I came, I saw, I conquered).

Military and non-military historians alike have studied and questioned the reasons for Caesar's overwhelming achievements. Many scholars attribute his success to his engineering feats. He constructed bridges, siege towers, and highly accurate missile throwing equipment. Others attribute his success to Roman weaponry-the seven-foot javelin, the gladius sword and the foot shield. Some say it was little more than his extraordinary boldness.

Although reasons vary, one conclusion consistently stands out among the students and scholars of Julius Caesar. Without questions, he was the most skilled military commander of his time. SKILL was what distinguished Caesar from his enemies. Skill was what ultimately made him triumphant. His battlefield skills and methodologies brought him repeated victories over his less skilled opponents. Instead of rushing into battle, Caesar was cerebral. He planned and plotted every detail. He used a systematic approach to warfare. He was innovative and utilized legionary methods of battle that were superior to the German and Celtic methods. He was organized and used fighting tactics that could be repeated from one battle to the next.

Similar to both ancient and modern methods of battle, skill is what separates elite sellers from mediocre sellers. Skills separate winners from losers in the sales arena. Like the ancient Romans, modern sellers who use proven selling skills and strategies win more sales. In contrast, sellers who, like the ancient Germans, rush in to battle and just show up are less successful.

Skill is the most important factor in selling. More than personality, luck, good looks or charm, selling skills separate achievers from non-achievers, high- income earners from low. Like the battlefield skills and methodologies of the Romans, sellers who implement intelligent selling skills consistently defeat their less skilled competitors.

Now to obtain the skills to sell, what should you do?

2. Study - Nothing can compensate for knowledge and information. Know your product better than anyone else. Knowledge is money.

3. Learn about your prospect - Showing your prospect that you have taken time to study about his business and learn all you can shows him you are not just there to make a sale, but that you truly are trying to understand how he does business so that you can enhance.

4. Practice - Nothing could be worse than to simply show up to an appointment unprepared. In additional to gaining knowledge about your prospects business, you must feel comfortable presenting. Practice your delivery alone in the mirror or get a practice partner and rehearse your presentation until you are secure and confident.

5. Be prepared to handle objections - This is something that doesn't happen over night. Again, practice is the best thing here. Rehearse with a partner objections and plan your responses back.

6. Don't give up - This is a process that may take some time but in the end it will pay great dividends. If at first you don't succeed………

Wit the right preparation sales can be a fun and rewarding career. Good luck selling.


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