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Adam Randall, post: 695 wrote:
Thanks for the advice, I am a member of Adelaide Toastmasters, its certainly helping as far as practice of speaking in front of people is concerned (Still get nervous though)

Has anyone completed any formal short courses on sales that they found of value.

Also many people speak of business coaching, has anyone had good experiences with business coaches in or around Adelaide?

I like the idea of outsourcing the telemarketing side of things and just ending up with leads.
How successful is that?
Personally I hate the invasiveness of telemarketing and definitely grapple with my hypocrisy in this area.

As mentioned, your attitude is Number One.

Consider your product. Consider your customers and the
reason that they come to you for assistance. Very often
the benefits that you know about your product, are not
known to customers and they rely on you to tell them what
they need to know in order to make a good purchasing decision. Of course this only works if you are not selling rubbish. If you are selling something that is not worthwhile, find a new job. Conversely, if you are selling something of value, then it is your job to ensure that the clients know what they need to know… to recognise your product as being the obvious solution to their current problem.

Learn about your product from the viewpoint of your
clients. What about it is useful to them? How will it
help them achieve the outcomes that are important to them? What do they really want? Find out.

Learn to distinguish features from benefits. Features are
what companies like to talk about and don’t interest
buyers, and benefits typically are what companies don’t
care about but make the life of the purchaser richer for
having bought the item.

If you are looking for some sale info, do a search for
some Ari Galper articles online. His approach is similar
to mine when I was doing a lot of phone work – and that is
to be useful to the person on the phone – not an intrusion.

If you are concerned about your voice, check out some
voice coaches. I would recommend Lisa Braithwaite’s blog
Speak Schmeak for tips. You’ll find it easier to lose
the monotone when you learn to match your voice pattern
to the person with whom you are speaking. Adjust your
speed and pitch to theirs and they will find it easier
to relate to you.

Ultimately, a lot of what will be useful to you in selling
will come down to how well you learn to listen. Your
clients will tell you what concerns them – and how you can
help them fix that problem – if you learn to ask
strategic questions, and listen to what they say, and
sometime what the don’t say. Remember, it is hard for
clients to sometimes articlate their need, particularly
about a topic which is quite foreign to them.

Learn to be resilient.

Good luck.