1) Don't Sell
There is no type there. You read it right. Don't Sell. Our society is so developed and our customers are educated enough to understand when you are selling them something. The moment you go into your sales mode, your prospects mind starts to wander and find reasons to reject or say "No" to whatever it is that you are selling them. However, if you do not sell, how do you increase sales and income?
In my article on Do Salesmen Sell or Do Customers Buy, I have stated that salesmen never sell. It is the customer who always buys. What is the difference?, you may ask. There is a difference in the sense that customers buy because they are not forced by the sales tactics of the salesmen. Instead, they buy because they understood the value of the product at the point of purchase.
That is what a good salesman does; he relates the value of the product to the customer such that the customer can see the value the product or service will bring to them upon purchase and usage. Amega products have immense benefit and it is your duty as a BA that you allow your prospect to see the value of it and then make a decision. This will increase not only your sales but also your credibility as a sponsor.
2) Listen Actively
Not all your prospects have the same problem. Some people have knee pain and some have stress issues and so on. If you are recommending a product or a package, you need to do a complete research on your prospect. Ask questions and listen attentively in order to understand what the problem is. While you listen you will be able to pick out issues that your prospects do not directly tell you as well.
If you are too busy thinking what products to sell so that you can make the most commission, you are wasting both your time. Doing a business is never about selling one time. It is always about repeat customers and repeat customers are those who see the value of your product to their needs. Therefore, listen so that you may add value and gain a good customer for a lifetime.
