By Jack
How to Sell a Dead Horse
by Gary Zalben
Well, what did you think of when you read my headline? Yes, that isexactly what it means and here are a few pointers to work on if you arethinking of becoming the next top-notch salesman.
1- Face conflicts with a big (horse;) smile and go forward!
2- You have to Kick it out of your mind being scared of making a mistake.
3- If you think it is too risky, don't mount this horse.
"Let your hook always be cast. In the pool where you least expect it, will be a fish." - Ovid
4- Nobody is perfect, why should this horse be? Bring it back to life:)
5- There is no excuse for laziness; your horse wouldn't be dead if youspent some time in Knowing it inside and out. (Product Knowledge)
There are positive steps you can take to move forward the rightdirection toward improving your selling skills. As there are manytraits, habits and attitudes required to be a successful salespersonsuch as negotiation, superior customer service, risk taking, productknowledge etc.; there are two fundamental qualities that need adding toyour abilities and that is creativity and determination.
Without these added qualities, you will not be able to take theinitiative to come up with creative ideas to get to the top. Some salespeople just like to follow the flock, but you need to be creative tostand out above the crowd. Is there something you do differently tosell? Maybe there is something you know to connect with your customersthat makes a customer come back to buy from you?
The following are also necessary traits to perform well in selling. Ifyou work in retail sales and in a commission environment and you knowthe steps of the sale, you know the protocol on the sales floor, how toqualify a customer, how to handle objections, how to avoid returns, howto treat your customers, what to do to get the sale, you understand themeaning of "being convincing" in sales, you know how to play possum toget the sale, you know how to upgrade your customers, you know whichbird gets the worm, you know the ins and outs of closing a sale, youknow how to challenge the customer to close a sale, you know why youneed to be aware of your co-workers, how to control the sales floor,you can read body language, you know charisma is a various partsquality that requires assembling etc.; then you know how to sell a deadhorse.
--Gary Zalben-- Transcendental Selling and How to Sell a DeadHorse-Copyright, Library of Congress. All Rights Reserved. For moreinformation about Gary and this article go to:Http://howtoselladeadhorse.com.
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