How To Selling Product And Idea

You're working on straight commission, or you're a work at home mom... you're in sales. (Yes, seriously)

A lot of people think that being in sales means that you have to knock on doors or make cold calls. And that couldn't be the furthest thing from the truth.

In life, you're either selling or you're buying.

You could be trying to convince your best friend to go to the movies at 7:30 instead of 9:30. And whoever gets the other person to agree is the one who sold it and the other one bought it.

Or you could be at a job interview trying to get a job as a data entry clerk. While you're in that interview, you're selling the hiring manager on why they should pick you over all the other candidates. And even once you're hired, you have to perform well enough on a daily basis and sell your services on a daily basis so they don't fire you.

So, being in sales doesn't always mean that you're trying to get someone to agree to buying a product or service from you.

That being said, I'd like to actually talk about the process of selling any idea, product or service. And this process is done in 5 different steps.

1. Find qualified prospects

You can't sell car insurance to someone who doesn't have a driver's license. You can't sell a family phone plan to someone who isn't married and has no children.

These people simply are not qualified to buy from you.

So the most important thing you could do for yourself to make your selling life easier is actually go after people who are qualified to say "yes". They have to not only be financially capable, but emotionally and intellectually competent to understand what they're buying and keeping.

2. Find out what their specific hot button is

People buy the same things for different reasons, and your job is to find out what that specific reason is.

One person could be buying the service to avoid pain, and the other could be buying to gain pleasure. The service essentially does the same thing, but that thing means different things to different people.

So, your job is to ask great questions to find out the specific reasons why that person wants your product or service instead of trying to push a reason on them.

3. Educate them about their options

The natural progression from finding out why they want your product or service is to explain to them what different options are available to them that could fill that need for them.

For example: If a family has explained to you that they need life insurance, there are different types of life insurance policies that can cover their family. There is Term Life that can cover the family for a certain period of time, and there is Permanent Life that will cover the family indefinitely.

Each product has different features and different costs and so the client needs to be aware of these things so that they can make an educated decision.

4. Find out which 2 options they find more attractive

Following the previous example, let's say your client has expressed to you that they're interested in Term Life insurance.

Well, there are many companies that offer that product and there are many different "terms of time" that they can choose from. So, through a series of probing questions, you have to find out which two are the MOST attractive to them.

This is because most people get overwhelmed and confused from the vast variety of options that are available. And because they are overwhelmed, they usually don't even go through with the purchase because it's "just too much".

5. Ask for a commitment

And finally, once you've explained everything that is available and found out which two options are the most attractive, your job is to confidently ask for a commitment. 

"Mr. & Mrs. Smith... we've gone over your needs and you've told me that you're interested in A, B, and C. And based on the research that I've done for you, we've come to agree that these 2 companies are the best for those features. And you've mentioned to me that you like company 1 over company 2. So, is there any reason that you can think of that we wouldn't go through with this decision today?"

It all comes down to this...

If you actually have a product or service that truly adds value to people's lives... your job is to do everything that you possibly can to make sure that they own that product or service.

STIHL Number One Selling Brand For Power Equipment

You have a job to do, whether it's in the yard or work in, on, and around your house, you can count on STIHL. From edgers and chainsaws to wet and dry vacuums, hand tools to concrete cutters, and the oils, lubricants, and fuel to keep all of those running, STIHL has it all. They manufacture the best equipment for all of your lawn care and home-care needs, and they have the best customer service in the business.

Top Notch Products

To really understand why STIHL power equipment is number one, and why so many people love this brand, let's talk about their range of chainsaws. Not only do these high-quality chainsaws come with limited warranties, but they'll also work perfectly well with a 10% ethanol-gasoline mix. That means they use fewer fossil fuels than other brands' chainsaws.

Once you've used one of their chainsaws for a time, you don't have to immediately replace the chain when it becomes dull. Instead, STIHL provides instructions for the type of file to use when sharpening a chain and how to sharpen it, too.

This kind of attention to detail on both new products and maintenance is one of the things that make STIHL power equipment stand out from the competition. Whether you're in need of a trimmer, blower, edger, sprayer, lawn mower, or any other power equipment, STIHL has the product for you, along with world-class customer service and support if you have any questions or concerns at any point in your product's lifespan.

Unbeatable Customer Service

If you've purchased STIHL power equipment, and you have questions or a problem with the product or products you've bought, STIHL has resources available to you online and at a STIHL certified dealer.

For example, if you have an older chain saw that the company no longer makes parts for, you're not out of luck. STIHL provides the names, addresses, and phone numbers for parts dealers across the United States who can help you out.

It's also a testament to STIHL's quality that these chain saws and other pieces of equipment have lasted long enough that their parts are no longer being manufactured. And it's a testament to STIHL's customer service that they do what they can to keep your older machines working properly.

Accessible Online Manuals

Whether you've bought your equipment new and lost the safety instruction manual, or you've purchased a piece of used power equipment, you can easily download a new safety manual from STIHL's website for free. In addition to their thorough and helpful FAQ and their prompt replies to email messages and calls, they have gone above and beyond to keep their customers happy.

You can find anything you need to know about products, recalls, instructions, and even how-to guides for any project you want to take on, all on STIHL's website. STIHL dealers are helpful and informative, as well. Whether you're looking for answers online or in person, STIHL is here to help you. Number one selling brand of power equipment!

First Three Steps Of The AIDA Selling Model

First three steps Of The AIDA model is a method of selling that is commonly used to sell low cost, unsophisticated products, or to sell to prospects who don't give you much time to pitch. AIDA is an acronym and stands for the following four steps in the model:

1. Attention
2. Interest
3. Desire
4. Action

The first step in the AIDA model is to grab the prospects attention. If you are involved in door-to-door selling, or if your new prospects will only give you a few minutes (sometimes less) of their time, you must be able to quickly grab their attention so that they will allow you to move on to the next step of the model.

Here's something to think about: it only takes a few seconds for passers-by to walk by a store window display, and if the display doesn't grab their attention in that short space of time, they will walk by and not look back. If, on the other hand, the window display grabs their attention, they will probably take the time to come in the store which will give you more time to discuss or demonstrate your product, which could lead to making a sale.

It is during the time that you have to grab the attention of the prospect that they will decide whether they will continue listening to you, or not give you any further time. These few minutes are crucial, and the way to implement it effectively is to use creativity. Think carefully and creatively of the first words that you utter to your prospect. You might ask a good question, or give some startling facts or figures that relate to the product or service that you sell. If you must rely on a window display to grab the attention of a prospect, be sure to use creativity in dressing the window. The key is to think creatively of how you can successfully grab the attention of your prospect!

Once you have grabbed the interest of the prospect you can move onto the second step of the AIDA model, and that is to keep their interest. Do this by finding out their needs. Ask questions and then take the time to listen and understand exactly what the prospect needs. The prospect wants to be listened to! As the salesperson, it is your responsibility to then meet the needs, which could mean adapting your product or service to satisfy those needs.

"D" is for "desire". This is the third step in the AIDA model. Grabbing the attention and arousing the interest of the prospect is not enough to make the sale. People might be interested in your product, but may not have a desire to act. The prospect must develop a desire for your product if they are to purchase it, and you must help them along. You can create a sense of desire for your product or service in a number of ways. Here are four of them:

- Focus on the benefits of the product that you are selling. Emphasize how the benefits will positively affect the prospect if they were to own it.

- Instill a sense of urgency for the product by perhaps emphasizing limited availability. A sense of urgency tends to create desire in the product.

- Give value to your product or service

- Emphasize the fact that others have bought the product and are happy with it. Use testimonials to support your claims.

Once you are convinced that the prospect has a desire for your product, confidently and quickly move onto the final fourth step of the AIDA model: Action.

After you have successfully taken the prospect through the first three steps of the AIDA selling model, they need to then be led to take action and purchase the product. There should be no fear or hesitation in asking for the sale. Even before the prospect has confirmed the purchase, ask confidently and expectantly: "How many shall I pack?", "Would you like the green one or the blue one?", "Will it be cash or credit?", "When would you like us to delivery it?" By asking these types of questions you are helping the prospect take the decision to buy the product. Experience suggests that most prospects appreciate these types of questions because they help them to take a decision; it gives them that little extra push that they seem to want!

The AIDA model is an easy and extremely effective selling model.