There are many ways to sell a product, however it takes careful strategy to perfect one’s selling techniques. Find five elements of sales in this segment from an interview between Dale Beaumont and Kirsty Dunphey.
At just 21, Kirsty co-founded and became managing director of M&M Real Estate. In 2006, Kirsty sold her share in her real estate company and is now an in-demand sales and service speaker and trainer performing around 30 keynotes presentations a year.
What important lessons have you learnt about succeeding in sales?
The most valuable lesson I’ve learnt about succeeding in sales is that sales skills are essential for everyone. Whether you’re pitching a new idea, applying for a promotion, trying to get your kids to do something they don’t want to do or actually selling to a client in the traditional sense, there are certain elements to selling that are useful to everyone. These elements include: explanation, opposition, negotiation, culmination and celebration.
- Explanation – this involves being able to eloquently, efficiently and persuasively explain your point of view, sales pitch, concept or idea.
- Opposition – this is the point (there could be more than one) in any sales pitch where your target presents an opposition to the direction you want to take them. When someone presents you with an objection or opposition you should be overjoyed, they’re saying to you, ‘Sell to me, convince me, give me a reason to change my mind’.
- Negotiation – this is about bridging the gap (I find this the fun part). It’s about having the ability to compromise without compromising on your essential goal or your integrity – taking your target from where they are to where you need them to be without degrading your result.
- Culmination – this is about having the guts and the skills to ask for the business successfully. Without a satisfactory culmination to the transaction there’s no point in explanation, opposition or negotiation.
- Celebration – don’t forget to celebrate the experience – win or lose!
For more of this interview check out Dale Beaumont’s “Secrets of Top Sales Professionals Exposed!“.