 quantitative answers to the question, "What's in it for me?"

It's helpful, I think, to appreciate very early in your selling career that selling is a mental process, a matter of mind over matter. It involves applying your intellect, knowledge and experience, as well as your personality, in successfully presenting your product as the solution to your customer's problems.

You must have polished communication skills, including the ability to influence and persuade others and to know when to negotiate and compromise. One expert suggests that selling is 80% psychological and 20% technical. As always, knowledge is your stock in trade. Your success will depend on your ability to assemble and integrate a greater amount of knowledge than your competitors.

Of course you have to keep in mind that no one actually buys products or services. Why not? What your customers want to buy and will buy are solutions to problems or means to other ends. Psychologists tell us that the basis for all human action is a desire to relieve dissatisfaction. In business, dissatisfaction usually relates to frustrations in reaching goals and very often a new product or service can be the answer to relieving that dissatisfaction. Your job initially is to get to the bottom of that dissatisfaction by analyzing the problem in relation to the goals and convincing the customer that you can help him achieve his goals.

Another important strategic element in selling success is the continuing professional self-assessment of what you're doing and how you're doing it. This is the process of regularly stepping back and rating yourself and making changes for improvement where it's needed.

You can do this by preparing a list of the important factors in selling that are critical to success and rating yourself against them. Here are several that should be on your list:

1. Your knowledge of your customer's business and the industry.

2. Your ability as a diagnostician in identifying the customer's problems.

3. Your skill in presenting your product as the best solution.

4. How good are you in prospecting and getting appointments—the reason most people in sales fail.

5. How well have you become a specialist in the industry?

6. Your preparation for selling against your competitor's weak spots.

7. Your preparation and skill in answering the customer's objections and concerns.

8. Your skill at establishing rapport, credibility and trust and making a good impression on the customer. How do you rate your personality?

9. How good
quantitative answers to the question, " What's in it for me? " 

 It's helpful, I think, to appreciate very early on in your selling career that selling is a genial summons, a matter of judgment over topic. It involves applying your intellect, cognition and experience, equally well as your personality, in successfully presenting your product as the solution to your customer's problems. 

 You must have polished communication skill, including the ability to influence and carry others and to know when to negotiate and compromise. One expert suggests that selling is 80% psychological and 20% technical. As always, knowledge is your stock in trade. Your achiever will depend on your ability to assemble and integrate a great amount of knowledge than your rival. 

 Of course you experience to keep in mind that no one actually buys products or services. Why not? What your customer want to buy and will buy are solutions to problems or means to early end. Psychologists tell us that the basis for all human action is a desire to relieve dissatisfaction. In business, dissatisfaction usually relates to frustrations in strive goals and very often a modern merchandise or service can be the answer to relieving that dissatisfaction. Your caper initially is to get to the bottom of that dissatisfaction by analyzing the problem in relation back to the goals and convincing the customer that you can help him achieve his goals. 

 Another important strategic element in sell success is the continuing professional self - assessment of what you're doing and how you're serve it. This is the procedure of regularly stepping back and rating yourself and making changes for improvement where it's needed. 

 You can serve this by preparing a list of the important divisor in selling that are critical to success and rating yourself against them. Here are several that should be on your tilt: 

 1. Your knowledge of your customer's business and the industry. 

 2. Your ability as a diagnostician in identifying the customer's problems. 

 3. Your skill in introduce your product as the good solution. 

 4. How good are you in prospecting and get appointments — the reason most multitude in sales fail. 

 5. How well have you become a specialist in the diligence? 

 6. Your preparation for selling against your competitor's unaccented spots. 

 7. Your preparation and skill in answering the customer's objections and concerns. 

 8. Your skill at establish rapport, credibility and trust and making a full impression on the customer. How do you rate your personality? 

 9. How good
 quwntitative answers to tht question, "What's nb it fmr me?"

If's helpfjl, I think, to appreciate verb eaely ib your selling career ghat sellpng is a nentel process, a matvsr of mlud ovsv matcec. It involves akplying your intellect, knoflddye and experience, as well as your pewsonaliyy, in successfuljy pgefentjng your product as the solution tk your bustomer's problemx.

You must have polished colmunlcation skills, incpuding the qbilyry to influevce and pegvuade othets and to know when to negotiate and eompromise. Inw edkert suggestw than selling is 80% psycholmgical snd 20% technical. As alqays, knowledge is youc stock in trade. Yout success fiml depend on your aviliti to dsseovle ans mntsgrate a jreater amohnt of knowoedge than your comketynprs.

Of course you hwvq to keep in mind that no one actually tuya products or services. Qhy not? What your cusjomers wane to buy and will buy are solutions to problems os meais to obher wnfs. Psychologists tell us that the basis for ajm nukan action is c desire to relirvf cyssatisfactiov. In bbaihess, dissatisfactiln usuajly rwlates to fruxtrations in reaching goals and very ofnen q new product or szrvice can bz the snswet to relieving that disratiafaction. Yokr job injgially is to get to tve bottom of that dissatissaction bb anakyzing ghe kroblem in relatiln to the goals and convlnciny the customer hhat you can help him achieve hmx goals.

Anothgr hmpmrtant scrateglc element in sqlling success is the contknuing proressionel self-assesfment of what iou're doing aid how yot're eoint it. Thkr is the procexs of regllcrly stepping back and ratikg yooraelf and making chqnges for improfemdnt wjece it'f needed.

You cdn du tfos by preparing c uist of the important fawtora in selling that src criticao to sucsess and ratimg yourself againsu them. Hece are sederal that should be on your ljst:

1. Your nnorledge of yotr cmstoier's businzss and the industry.

2. Your ability as a dmagnostician in identifting the customer's kronlems.

3. Your slill yn presending your product as the best solutiok.

4. How good are you in lrospewting and getting appointments—the reason most people in sales fail.

5. How well hace you become a spsciakist pn che indusery?

6. Bonr preparation fog selling against your competitoc's weak spmtf.

7. Your preparation and skill iv answering tfe customer's objections znd concrrns.

8. Your skill at establishing rapport, credibility and trust abd maiing a goov impression on the vustomzr. How do you ratc your personauitu?

9. Mow good
quantitative answers to the question, "What's in me?" helpful, I to appreciate very that is a mental a matter of over matter. It involves applying your knowledge and experience, as well as your personality, in successfully presenting your product the solution to your customer's problems. You must have polished communication skills, including ability influence persuade and to know when to negotiate and compromise. One expert suggests that selling is 80% psychological 20% technical. As always, knowledge is your stock trade. Your success will on your ability to assemble integrate greater amount knowledge your Of course you to keep in mind that no one actually buys products or services. Why not? What your customers to buy buy are to or to other ends. us that the basis for all a desire to relieve dissatisfaction. In business, dissatisfaction relates to in reaching goals and very often new product or service can be the answer relieving that dissatisfaction. Your job initially is to get to the bottom of that dissatisfaction the problem in relation the goals and the that can him achieve goals. Another important strategic element in selling success is the continuing self-assessment of what you're doing and how you're doing it. the of regularly stepping and rating yourself and changes improvement where it's needed. do by of important in selling that are to success and rating yourself them. Here are several list: 1. Your knowledge of your customer's business the industry. 2. Your ability as a in identifying the customer's problems. 3. Your skill in presenting your product the best How good are you in prospecting and getting reason most people in fail. 5. How well have you become a specialist the 6. Your for selling against competitor's weak spots. Your preparation and answering the objections concerns. at establishing rapport, credibility and trust making good impression on the customer. do your personality? 9. How good
 quantitative answers to the qUestion, "WhaT's in iT foR me?"

it'S helPful, i think, to apprecIAte vEry early in your selling cAreer ThAT selLInG is a mEntal prOCeSS, A maTtEr Of mInD OvEr matTer. it involVes applyinG yoUr Intellect, knoWLeDge and expeRieNce, as well as yOur PersonAlIty, IN succEssFully PresenTIng youR product aS tHE solutIOn to youR CUsTomeR's problems.

You must HAvE Polished communIcatioN sKIlLS, IncLudIng the abilItY to inFLuence aND pERSUadE Others and to knOw when to negOTiaTe and cOmProMIse. One ExperT sUGgeSts that sellIng iS 80% psycholoGical aND 20% techniCAl. As alwAys, knoWleDge Is yoUR sToCk iN tRAde. yOuR suCCesS will depEnD oN your AbilITY TO assEmbLe anD inteGrate a greater AmoUnt oF KnoWledgE than Your CoMpetiTors.

Of CoursE yOu have to keep in mInd tHat no one aCtuAlLy bUyS prodUCts or sErvIceS. Why not? what youR CusToMERS wAnt to buy and will buy ArE SOlUtions to ProbleMS oR mEAns to othEr EndS. PsyCHOlogiSts tELl Us that thE basis FOr AlL human aCtIon is a DeSirE to RelieVE disSatisfAction. In BusinESs, dissatisfactIOn usually relaTEs TO FrUStraTioNs in reachinG goaLS and Very OFtEn a NEw proDuct oR sERvICe can be the answer to rElIeving That dIssatisfactioN. Your job inITIAlly is to Get tO ThE Bottom of that diSsatiSfaction by ANalyzing The prOblem in rElation to THE goals anD coNviNciNg tHE CuStomer that you CAN helP hIm achieVe hIs goals.

anoTheR imPorTaNt strategIc elemenT iN sElLiNg sUccesS Is the conTiNuiNg ProFessiONal selF-asseSsmeNt Of WHat You're doINg AND how YoU'rE doiNg iT. THis is The pROceSs of regUlarly stePpiNG bacK aNd Rating yOurself and makInG changes foR iMprOvemenT WHere it's nEeded.

You can do this by prepARing a liSt oF the iMporTant factoRs iN selliNg tHAt are cRiticaL to suCcEss AND ratiNG YoUrsElF against thEM. herE are sEvEral That shoUld be on your list:

1. YouR KnoWledge of your cUstOmer'S BUsIneSS aND thE iNDusTRY.

2. Your ability as a DiagnosticIaN In IdentifyinG The CuStomer's ProblemS.

3. Your SKill in pResenting Your produCt As thE BEst Solution.

4. HoW good are You in prosPEctinG AnD gettIng AppoinTmEntS—the rEason mOSt pEople In saleS fAil.

5. How Well hAvE you becoMe a specialist in the indusTry?

6. YouR prepAraTion for seLliNG agAinst your CompEtitor's weaK spOts.

7. your pRepARatioN and SKiLl iN AnsweRing THe customeR'S oBjeCTIoNs and concerNS.

8. yOur Skill At eSTablisHing Rapport, credibilitY And trust and makIng a GOOd iMprESsioN oN the customer. HoW do YoU RAte your pErSonality?

9. How Good
 quantitative answers to t he questio n, "W hat 'sin  itforme?"

It's hel p ful,  I think, to appreciat e ver ye arly in  your  sellin g  c a r eer  t ha t s el l in g isa m ental p rocess, amat te r of mind ov e rmatter. It  in volves apply ing  yourin tel l ect,kno wledg e ande xperie nce, as w el l  as yo u r perso n a li ty,in successfully p r es e nting your pro duct a st he s olu tio n to yourcu stome r 's prob l em s . 
Yo u  must have po lished comm u nic ationsk ill s , incl uding  t h e a bility to i nflu ence andpersua d e other s  and to  knowwhe n t o ne g ot ia tean d  co m pr omi s e.One expe rt  s ugges ts t h a t sell ing  is80% p sychologicaland  20% tec hnica l. As  alw ay s, kn owledg e isyo ur stock in tra de.Your succ ess  w ill  d epend on you r a bil ity toassembl e  an di n t eg rate a greater amo un t of  knowled ge tha n  y ou r  competi to rs. 

Of c ourse  you ha ve to ke ep inm in dthat no  o ne act ua lly  bu ys pr o duct s or s ervices.  Whyn ot? What yourc ustomers want to b uy andwil l buy are s olut i onsto p r ob lem s  or m eansto ot h er ends. Psychologi st s tell  us t hat the basis  for all h u m a n action  isa  d e sire to reliev e dis satisfacti o n. In bu sines s, dissa tisfactio n usuallyrel ate s t o f r u st rations in re a c hing  g oals an d v ery oft ena n ewpro du ct or ser vice can  b eth eans wer t o  relievi ng  th at  di ssati s factio n. Yo ur j ob  i n iti ally is to g et t oth e bo tto mof th at d i ssa tisfact ion by an aly z ingth eproblem  in relationto  the goals  a ndconvin c i ng the c ustomer that you can he l p him a chi eve h is g oals.

An oth er imp ort a nt str ategic  elem en t i n selli n g  s ucc es s is the c o n tin uingpr ofes sionalself-assessment of wha t you're doin g a nd h o w  y ou' r ed oin gi t.T h is is the proce ss of regu la r ly  steppingb ack  a nd rati ng your selfa nd maki ng change s for imp ro veme n t  wh ere it's n eeded.
You can d o  this by  prep ari ng a l is t o f the  impor t ant  fact ors in  s elling  that  a re criti cal to success and rati ng you rself  ag ainst the m.H ere  are seve ralthat shoul d b e o n you r l i st:
1. Y o ur  kn o wledg e of your cust o me r's b us iness and t h e ind ustry .
2 . Your  abi lity as a diagnos t ician in ident ifyi n g  th e c u stom er 's problems.
3.Yo u r  skill i npresentingyour pro du c t asthe be st sol ution.4 .H ow goo d ar e y ou in pro spe ct i ng andge tt i ng app oint me nts—th e reas o n mo s t  people in sales  fail . 
5. H o w w ell h av e you b e come  a special ist in theindust ry?
6. Y our pre pa ration  fo rselling ag a inst your  comp etitor' sweak  sp ots.
7. Y o u r pre para ti onand skill i na ns we r ing  the  cust om er's  objectio n s and co nce r ns.

8.  Y our s kill a t  e s t ablishingrap port, c redibility andt ru s t and  makin g a go od impr e ssi on  on the  cu s t omer. How  do you r a teyo ur p ersonali ty ?

9 .How  g ood
 quantitative_answers to_the question, "What's in_it for_me?"

It's_helpful, I_think,_to appreciate very_early in your_selling career that selling_is a mental_process,_a matter of mind over matter. It involves applying your intellect, knowledge and experience,_as_well as_your_personality,_in successfully presenting your product_as the solution to your_customer's problems.

You_must have polished communication skills, including the ability_to_influence and persuade_others and to know when to negotiate and compromise._One expert suggests that selling is_80% psychological and_20%_technical._As always, knowledge is_your stock in trade. Your success_will depend on your ability to_assemble and integrate a greater amount of_knowledge than your competitors.

Of course you_have to keep in mind_that no_one actually buys products or_services. Why not?_What your_customers want to_buy and will buy are solutions_to problems or_means to other ends. Psychologists tell_us_that the basis_for_all_human action_is a desire_to_relieve dissatisfaction._In_business, dissatisfaction usually relates to frustrations_in_reaching goals and very often a new_product or service can_be_the answer to relieving_that dissatisfaction. Your job initially_is to get to the bottom_of that_dissatisfaction by_analyzing the problem in relation to the goals and convincing the_customer that you can help him_achieve his goals.

Another important_strategic element_in_selling success is_the_continuing professional_self-assessment of what you're doing and how_you're doing_it. This is the process of_regularly stepping back and_rating_yourself and making changes for improvement_where it's needed.

You can do this_by preparing a list of_the_important_factors in selling that are_critical to success and rating yourself_against them. Here_are several that should be on your_list:

1._Your knowledge of your customer's business_and_the industry.

2. Your ability as a_diagnostician_in_identifying the customer's problems.

3. Your_skill in presenting your product as_the best solution.

4. How good are you in prospecting_and getting appointments—the_reason most people in sales_fail.

5._How_well have you become a specialist in the industry?

6. Your_preparation for_selling against your_competitor's weak spots.

7. Your preparation and skill in answering the_customer's objections and concerns.

8. Your skill at_establishing rapport, credibility and trust and making a good impression on_the customer. How do you rate your personality?

9._How good