Konstantin Maramygin
© Konstantin Maramygin, 2024
ISBN 978-5-0064-2217-9
Created with Ridero smart publishing system
Preface
The book contains information that can impact your sales skills and generally clarify the nature of the relationship between buyer and seller. It will also help you realize that we are all essentially salespeople, whether we want to be or not. After all, every day we sell ideas and thoughts to friends, acquaintances, relatives, colleagues and we love to convince them of the correctness of our position by defending our views. In the process of talking to a person, we explain our views to them in such a way that they want to take our side. And if we are good at this, it means that there is an opportunity to earn good money through sales.
If you have picked up this book, then you are either just embarking on this path, or you probably already have something to do with sales, and you have experience and skills in this business. In this book, I have tried to present the most relevant information in a simple format with basic examples so that you can put the knowledge into practice immediately after reading and mastering the material. This book is based on my personal experience and my knowledge of sales.
Who this book is for:
1) For those who are considering becoming a salesperson and have no experience in the field.
2) For those who want to sell a lot and become a successful salesperson.
3) For those who need to train employees in sales skills.
4) For those who have their own business and its success is directly related to sales.
5) For those who are interested in the experience of the modern salesman as a specialist.
The purpose of this book is to show the right way of development, to explain that success in sales depends only on your skills and efforts, to describe with examples the basic sales techniques and to break them down so that you can put them into practice.
Introduction
Unfortunately, today’s modern education does not consider the necessity and importance of learning sales skills. In educational institutions one gets professions of doctors, electricians, lawyers, accountants, programmers, etc. And there was a time when a working specialty was indeed generously paid. But a lot has changed since then. Now the market economy reigns. And if you have not earned an apartment yourself, the government or the factory where you work will not give it to you. That’s why today, more than ever, you need sales skills. After all, a person, whether he wants to or not, is constantly involved in this system of trade.
Day in and day out we sell ideas to our loved ones, prove a point, justify a position. And we don’t even think that these actions belong to the art of selling. These skills or, for example, the ability to show ourselves at our best or to justify being late for school or work, make our brains work in the improvisation mode, to conduct a kind of acting game.
Think back to a time in your life when you wanted to sell something through an ad or directly to someone you knew. How did you feel when you were asked uncomfortable questions that you didn’t want to answer? Perhaps you smiled and improvised on the spot.
In all of these situations, there are only two outcomes. Either you will sell – you will persuade, you will hold your position and you will get what you want. Or you don’t sell – you don’t persuade, you don’t hold the position and you don’t get what you want. That is why I believe that the art of selling today is one of the most important phenomena to study in modern society.
The most important thing is that you must understand who you are in a particular situation and how to act consciously. In fact, in any situation, the action is between the SELLER and the BUYER.
If you are a SELLER – act as the situation requires, use the necessary techniques and tools for a successful sale.
If you are a BUYER – act in such a way that in the end you get exactly what you want at a price that satisfies you, and not what they will impose on you.
Nowadays, no one will give us an apartment for our beautiful eyes or buy us a trip to the sea because we are good people. Nowadays, a person gets exactly as much as he or she has earned. Accordingly, I urge you to EARN MORE!
If you want to have an apartment, a car, a country house, dress well, vacation at sea, be wealthy and wealthy people and enjoy life, then you just have to be an EXPERT in sales!
If you are satisfied with your situation and you are not striving for financial independence, this book is not for you. Do not buy it or download it on the Internet – it will not work without an inner desire to change your life.
If you are a store owner and want to give your employees knowledge about the art of merchandising, this book will be the perfect material to train and test them.
So, let’s start in order.
Chapter 1. What does it mean to be a successful salesperson?
So, what does it mean to be a successful salesperson? It’s simple – to be successful in sales and, consequently, to earn good money!
To be successful, you need to be an industry expert. Being an expert in sales means understanding all the nuances of this business and learning how to use skills competently in practice.
Success in sales is expressed in the quantity and quality of deals made. Accordingly, a successful salesperson earns well. After all, the level of his financial well-being depends on his ability to sell.
Imagine for a moment the most successful salesperson ever. What does he look like? How does he talk? This is necessary for you to familiarize yourself with your conditional benchmark of a successful salesperson and, based on your perception, to understand whether or not you match it now.
For example. I am convinced that a successful salesperson should possess the following qualities:
1) look neat;
2) always have a positive attitude;
3) be friendly and polite;
4) be attentive to the interlocutor;
5) have a good knowledge of the product;
6) be able to give quality advice on the assortment, etc.
But most importantly, he must be a good psychologist. So that when talking to a person, he should be able to understand what he should say at a given moment in order to arouse his trust. After all, sales is primarily a communication with people. And, to successfully sell, you need to talk to them competently and correctly. This is the most important aspect of sales skills.
I have so many times faced situations when in a conversation with the seller realized that he himself does not fully understand the product, not quite competent use of sales skills and the thing itself I do not need. However, his ability to attract me to himself inclined me to make a purchase. This once again proves that the ability to create a sense of trust is the main factor in sales.
Therefore, I encourage you to learn how to talk to people. Try to be friendly and sincere with your interlocutor. Be able to listen and hear. Do not try to impose your opinion – try to listen to the person and only then try to convey your information to him in a calm tone. If you see that the person is not taking your information and is getting angry, you need to stop. People perceive a person with negativity if they do not trust him or feel threatened. So first of all, make them not to defend themselves against you, but to hear you – make them feel comfortable, make them start to trust you.
We come to the main conclusion: a successful salesperson is a good psychologist. Strengthen your skills in this area, train on your acquaintances, analyze mistakes and correct them. And remember: there is no limit to perfection!
We communicate with people every