4 Major Selling Principles That Spell Success
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4 Major Selling Principles That Spell Success
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By:
Colleen Davis |
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There are four major principles applied in selling your products and services. As in any other industry, whether you’re a small business or a Fortune 500, you need to learn the different principles that govern every sale in order to attain success. They are:
Major Selling Principle # 1: Top Quality Product or Service
Everyone attests to their brand as top quality product or service. If you’re not, then what are you in business for anyway? If you don’t have a top quality product or service, then you won’t be a top quality seller even if your life depended on it.
In addition, even if you claim to be top quality in everything else, if you don’t have honesty and integrity, then again, you won’t be able to sell successfully. It is very important for customers and clients to know that in addition to top quality product and service, they also can get honest and reliable people that they can depend on when they are in need of your business. In fact, developing a niche market is based precisely on this principle.
Major Selling Principle # 2: Top Quality Company
Everybody can say that they are the best. That’s the beauty of selling. You can say anything that can convince your customers and clients to buy from you. However, telling your clients that you’re the best also has its responsibilities. When you say you’re the best, you better be able to confirm it. In a sense, you got to walk the talk.
People won’t listen to you anymore if at first you don’t reflect integrity and credibility in your marketing collaterals such as your catalog printing pieces and custom brochures. Even if you produce the best color brochures ever, if you don’t have customers to vouch for it, it won’t do you any good at all.
Look at how the company handles problems and issues. Do they have inferior products or less-than-you-expect kind of service? Is there coordination even among the different departments in the organization? If the company has problems even at the department levels then you better rethink your marketing plan and deal with your issues first before you promote your business to your clients.
Major Selling Principle # 3: Ideal Customer Profile
This just means that you got to have the most appropriate audience and market for your business. It’s such a waste of your time, money and effort to market to a group that doesn’t have any need for your product or service. It’s like talking and talking but the person you are talking to does not understand a word you’re saying because he’s deaf. Case in point: you don’t market to vegetarians if you happen to have a meat shop. This is basically the reason why you have to target your message in your custom brochures so your message won’t fall on deaf ears.
Major Selling Principle # 4: Credibility
Treat your customers the way you want to be treated. Whatever our religion, this is the premise for every belief and way of life. Credibility, honesty, integrity – all of these qualities may have been born alongside chivalry, but they do get products and services sold faster than hotcakes. It takes a long time to build a good reputation; but it takes only a small amount of time to destroy it.
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