The very first step to mastering the art of selling of anything in today’s economy is to simply stop trying to sell anything. Be smart about what you sell. Think hard about who to sell it to. Make sure you’re working for an organization that gets this principle. Is your product or service actually desired and needed by your ideal clients?
For as long as sales has been around, a fierce debate has always raged about whether selling is a science or an art… I think the answer is somewhere in the middle. Sales is part science and part art. Finding that intersection is really important for every salesperson.
Embrace a new art of selling in today’s fast-changing selling world. As we’ve learned in this article, the key to the art of selling anything has transformed dramatically since the publication of Tom Hopkins’ landmark book in 1980.
It was incredibly well-received, selling millions upon millions of copies. The challenge is that most salespeople are still using a lot of those same outdated techniques that were relevant 40 years ago. These techniques simply won’t cut it if you want to learn how to master the art of selling today.
How to Master the Art of SellingTake an authoritative tone throughout the process.Develop and express your expertise.Sell with empathy and a personal touch.Never stop learning and evolving as a salesperson.Manage your expectations.Employ the '1-10' sales closing technique.
Preview — How to Master the Art of Selling by Tom Hopkins “How many no's am I willing to accept on my way to success?” “On a piece of paper, write down the formula for our human reaction: S-P-R This stands for Stimulus—Pause—Response.” “If you stop training and learning you start sinking.
1993I first bought "How to Master the Art of Selling" by Tom Hopkins in 1993 and then recently purchased the updated version because I am re-entering the world of sales and wanted to see how the author had updated/revised his approach. In my opinion, Hopkins' strongest point is the attention to preparation.
The art of selling depends on your understanding of the value of solving your prospects' challenges. Just understanding what's holding prospects back is great, but you also need to understand the value of solving their challenges. This is called the upside.
416Product DetailsISBN-13:9780446692748Publisher:Grand Central PublishingPublication date:05/20/2005Edition description:RevisedPages:4162 more rows•May 20, 2005
How to Sell AnythingMake it about them.Do your research before reaching out.Build rapport first.Define your buyer.Contribute first, sell second.Ask questions, and listen.Be mindful of psychological quirks.Approach them on their level.More items...•
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Selling is an important part of the economy. It allows you to express yourself and be as successful as you want to be. Every day, there are new challenges that need to be viewed in a positive light. As a profession, selling offers these advantages:
To master the art of selling, we must first understand our prospects. This means going into sales conversations with as much understanding as possible about our prospects—who they are, what they do, and what they care about.
Not all prospects are the same. So much of the art of selling depends on simply personalizing the way that we sell. Today’s prospects are wary of automation and bots that make them feel like they’re being sold to at scale. The power of personalization is that it shows that you’re really focused on the individual prospect.
It’s important to be a leader in selling situations. Unfortunately, I find that many salespeople are reactive instead. They get on a prospecting call and allow the prospect to lead the interaction.
Insight is critical to the art of selling because it’s the single best way to demonstrate that we know who the prospect is. Sharing insight with the prospect shows that we know what we’re talking about, and we bring expertise to the conversation. That’s the power of insight.
Great salespeople are like great doctors or detectives: When they get in front of a prospect, their number one goal is to understand what’s going on. They’re not going in with preconceived notions about exactly what the problems are. They’re digging to find out. They’re trying to discover what’s going on to get to the core issue.
The vast majority of salespeople move way too fast through the selling process. Even if they’re using a systematic approach, they’re often moving too fast—like they’re checking a box for each part of the process as quickly as possible. It just happens so fast. Instead, slow down.
Keep your prospects engaged in the conversation. Even when you’re in presentation mode, you want to keep your prospects engaged, bringing them back into the conversation all the time. Monologues have no place in sales. Never talk at the prospect for extended periods of time.
Sell with empathy and a personal touch. Always remember that sales is customer-centric. You're not selling for yourself — you're selling for your prospects. Lead with empathy and think about how your product or service could solve the challenges your prospect is facing.
Manage your expectations. Morale is crucial to sustaining momentum in your sales efforts, and keeping realistic expectations is a part of that process. Approach every prospect with confidence, know-how, and preparation — not definitive expectations of the outcome.
The "1-10" closing technique is one of the most effective strategies salespeople can employ to successfully bring deals home. This technique helps you reign in prospects, cues you into which ones require more attention, and lets you know when it might be time to jump ship on a potential deal. Here's a video from HubSpot Academy detailing how to do it right.
Take an authoritative tone throughout the process. Sales, at its core, is a matter of trust. It's the practice of conveying value and necessity to an interested party. It's hard to do that effectively if you're speaking uncertain terms with a breathy tone and a subtle stutter.
Selling is a delicate but structured art with a lot of room for things to go wrong. The success of your sales efforts can often come down to your talent and persistence, but there are some techniques and best practices you can employ to make sure your work is as effective as possible. Here are some pointers on how to master the art of selling.
Selling isn't a science. There's no be-all-end-all formula that definitively leads to success without fail. It's an art — one that requires tact, grace, sensibility, and persistence. No matter where you are in your development as a salesperson, it always behooves you to understand how to master the art of selling.