Selling Strategies - Graeme Smith - Bog

Are there basic sales steps?Introductions, get to know one another and setting the scene come first.In spite of "first impressions being of greatest importance‟, it's NOT the case.If a buyer is a woman spend a bit more time on preliminaries than a man.Investigating is next and is the crucial aspect when making a sale.You MUST know WHY someone is going to buy before you can sell.In this phase it's too easy to be the expert and tell people what they need.But what's needed is to ask questions, and avoid being the expert.You must find out the buyer's needs or get a better understanding of wants.Question asking is a critical selling skill at this point.Questions get the prospect talking and control attention (response required)Questions also persuade (people persuade themselves).Reasons don't persuade, they generate argument.Sales success depends on how questions are used.If they uncover reasons why people buy that can advance the sale.It should lead to a clear and specific action.But they must firstly uncover implied needs (implications).Then they must be developed into explicit needs (solutions).If you draw sufficient information from a potential client (prospect).The purchase (painting) is presented as a solution to a problem the buyer.Make a presentation, demonstration, or describe the benefits of a purchase.If enough information is gathered previously, this will be quite straightforward.Obtaining a commitment from the purchaser is next.This may be for purchase, closure of a sale, but could advance to a next step.An advance or continuation is a normal part of the sales process.For example they might agree to take the work on approval.At least five distinct steps are often necessary to make an important sale.The buyer must be comfortable with all aspects.Usually several visits to a studio or gallery are needed for a sale.Sales strategies close a sale first visit are inappropriate or counterproductive.If NOT ready to decide pressure is irritating and a prospect will not return.So why does a salesman do this?If the client is ready to buy but almost ANY approach works then.BUT if the client is NOT ready to buy something different is needed.At the very least, contact must be maintained until the next visit.Big-ticket items requires consultation with other people.Provide memory aids as many art buyers will appreciate this kind of help.