Sales Tips and Articles
The Idea Area :
You don't sell an article - you sell an idea.
The Needs Area :
Observation of real motives behind peoples actions and
The Feelings Area :
Influence of emotions. Seek to discover the human being in
- The Habit Area : A
strong sales blocker. Recognise sound judgement that
guided him. Don't find fault. Make him your partner.
- The Low Pressure Area :
Win your customer before winning the order.
- The Quality Area :
No article is bought solely on quality. First sell the
idea, then utility and only then quality.
- The Price Area :
Relate price to value customer receives.
- The Inner Conviction Area :
Be a R.E.P. believer - Representative, Enterprise and
- The Reasoning Area :
Avoid arguments - questions lead there quicker than
- The Objection Area :
There are no
sales without objections - tackle them.
- The Access Area :
Preperation, calling technique, timing, proper offer made
to proper person, gain entry and create a selling climate.
- The Selling Process Area :
A I D A (Attention,
- The Appeal Area :
Planned selling, choosing one sales point and dropping
another, changing a few words, altering the tone.
- The Conference Selling Area :
Analysis of attitudes, knowledge and role expectations he
- The Customer Relations Area :
Complaints can lead to increased sales if they are treated