Dr. Seuss's 3-Step Selling Process
By Catherine Franz
Posted Tuesday, October 5, 2004
Hello Everyone: Heres a unique look at learning how to sell:
"I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?"
Most people have read the Dr. Seuss tale "Green Eggs & Ham", either as kids or to their children. What is interesting is the connection this tale has to selling. Learn from Dr. Seuss to build your sales.
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"Sam-I-Am" Selling Technique
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1. Sam is selling a product, initially, to an uninterested prospect, yet it doesn't deter him from asking for the sale.
2. Sam consistently offers the prospect a choice when trying to close the sale.
3. He refuses to give up. No matter how many times his prospect says "no," Sam keeps offering alternatives. He offers fourteen options before finally closing the sale. This isn't suggesting that you pester your customers. It means not to give up too early (most people do, you know). They hear a couple of "no's" and they develop mindsets like: marketing is too hard for me, I don't like to market myself, or I just don't have the personality to market. Need a web host? We give this company 5 stars!! Call PJ, the owner of WebNetHosting. Here's his personal number 1-877-893-6890.
If you are a business owner, the buck stops there, and it is your responsibility to ask the prospect for a decision. You cannot expect a prospect to do the work for you. They like to be asked. They want to be asked.
If you have been effective in learning about their specific needs and presented the appropriate solution to your prospect then you have earned the right to ask them for the sale. Here are a few selling techniques that will help you reach this point:
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Go On, Tell Me More
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Avoid diving in before you know what you can do for your client and you thoroughly understand what business challenges they face. Use open questions to gather information and avoid jumping to quick conclusions. Listen carefully and ask for clarify on anything that isn't clear. Ask them to elaborate by using communication prompts such as "uh-huh," "tell me more about ____," and "what else?"
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What About Options
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When its time to present your offer, give them at least three options or choice of solutions that meet their specific needs. Explain the benefits of each option, and if needed, discuss the drawbacks of each alternative. Do not present so many options that the decision becomes overwhelming. Be prepared to narrow down your options to two or three that best suit them and then present those.
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Speak Simply
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Dr. Seuss used very few words and left such a big impact. Follow the leader on this one. Speak in terms they can understand. Avoid using any terminology they "may" not recognize. When in doubt, side with simple. Case in point; when I began using computers, I talk with people who are extremely knowledgeable in their area. They kept throwing out terms that I always needed to look up or ask for explanations. I choose not to work with these people because of this one issue
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Hug the Objections
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Recognize that objections are a natural component of the sales process. It's common for a customer to express several objections before they make the decision to commit to the purchase. Don't take these objections personally nor assume that it means the other person is not interested. Understand that your prospect will likely have specific concerns about making their decision. They will need to justify their decision to their spouse, friends or family and they want to be able to answer their questions appropriately.
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Clarity and Probing
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Clarify their objections and uncover their true hesitation. Give yourself permission to probe to find out what is preventing them from making a decision. In almost all instances, your prospect will provide you with the information you need to respond if you keep your approach charge neutral.
Learn to handle objections in a non-argumentative, non-conflicting manner. When you uncover their true objection keep your response brief and to the point. Talk very little so that it doesn't seem like you are trying to justify your product or price or talk yourself out of the sale.
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Variety is the Spice of Life
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As long as you do not pressure them into making a decision, they will not be offended by your request. Develop a variety of ways to ask for the sale and have the confidence to ask asking every qualified person for their commitment. Recognize that most individuals want you to give them permission to say yes.
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The SIX As: Ask, Ask Ask, And Ask Again
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Take a lesson from Sam and learn the importance of polite persistence. The most successful sales people ask for the sale seven or eight times and don't give up at the first sign of resistance. Research shows that this persistence earns double or triple amount of revenue for these individuals.
Use these selling techniques and win like the Sam You Are.
Dr. Seuss web site with the original story and other games (http://www.seussville.com/seussville/titles/greeneggs/)
About the Author
Catherine Franz, a Business Coach, specialized in writing, marketing and product development. Newsletters and additional articles: (http://www.abundancecenter.com) blog: (http://abundance.blogs.com)
