How to Generate Sales – From Start to Close

Generating sales is the most important skill to master in business because it is the one activity that results in a transaction of money from one party to another. Any for-profit business should concentrate on performing the activities that bring in sales. Sales is not a method of forcing a prospect to make a choice he does not want to do; rather, it is the art of guiding the prospect through a scientific thought process that allows the prospect to convince himself of the need to acquire the value in the goods or services offered.

The first step in generating sales is attracting qualified prospects to the person who should be in a position of authority—the seller. If people have learned about the seller as a knowledgeable person or expert in a field, then they will come to the seller already half sold. The idea behind the law of attraction is that buyers come to the seller and not vice versa. Positioning is everything. The buyer should make the decision to call the seller, walk into a store, or in some manner contact the seller. This happens through marketing, such as using a website, business cards, signs, or even word of mouth.
                Once the potential buyer has contacted the seller, it is essential to continue to establish trust and gain confidence from the buyer that the seller is a reputable source of information. No one likes to be pitched a product, opportunity, or service because it shifts the importance from the customer to the seller or the product. People like to feel valued and important, so interact with the buyer on a personal level; give an honest compliment, discuss a topic that interests the buyer, and establish a connection with the buyer. Discover what the buyer wants to accomplish. The buyer should come to like the seller and want to receive his specialized knowledge and value.
                Now that the buyer feels cared for and understood, it is time to appeal to their emotional needs. Find an area of pain in their life and stir it up so that it is on the tip of their mind, then offer a solution. Keep in mind that people respond more to what they are going to lose than what they are going to gain and focus on that. Fear is one of the strongest emotions. People are also motivated by the ease of accomplishment, as well as feelings of importance such as fame and money, so cater to those desires. Additionally, people respond well to a reward or gift for taking action; it makes them feel that they made the best choice. Make sure the buyer can answer the question, “what is in it for me?” Center the sale on the customer’s emotion for the greatest conversion.
                Always remember that business, and thus sales, is all about establishing relationships with people. Make appreciative comments, ask good questions, and the opportunity for the sale will present itself.
Daniel Lucas specializes in How To Generate Sales within a network marketing company. To learn how to prosper in your MLM business, visit Daniel’s Free MLM Training.