Whatever product or service you're selling,

then, you need to focus your selling efforts on

communicating the benefits of your product
or service to the consumer.

The benefits may be tangible or intangible,

but unless the individual consumer is
convinced that he or she will personally
experience the benefits, your product or
service won't sell.
You must believe in your product or service -
and believe in yourself.

Your selling skills depend, in large part, on

your level of self confidence.

Therefore, increasing your self confidence

will improve your selling skills.
Do you believe that you personally are not good at
selling?
Is worry eroding your self confidence?
Everyone has these feelings at one time or another.
But that doesn't mean that you can't sell
successfully.

Believing in yourself is like any other attitude; self

confidence can be learned.

You can increase your self confidence through

practice, and that in turn will increase your selling
skills.
The focus of the building self confidence
routine is to:

1- Eliminate all those distractions that are

interfering with your concentration on the
event at hand.

2- Put you into the positive, confident frame

of mind that you want to present to others
 Most of negative influences exist in our
own heads.
Our minds constantly produce a series of thoughts
and images, and for many of us, these produce a lot
of negative messages.

Instead of allowing your mind to produce whatever

messages it wants, consciously override these
messages with positive praise about what you've
done or do well.
The most important selling skill to learn
is how to effectively qualify your
prospect.

The most common mistake sales people

make is to immediately launch into a
product presentation or “pitch” when
they first meet their prospect.
The problem with this approach is that the
“pitch” seldom addresses the issues or
concerns of the buyer.
If you really want to give prospects a reason
to buy from you, you need to give them a
reason.
One of the most effective ways to do this is to
ask a few well thought-out questions to
uncover what is important to the prospect.
Cold calling is an effective sales tactic
if it's done properly.

Beginners tend to think that cold calling is

about making the sale.
It's not.
It's about getting the chance to make the sale.
Specifically, the purpose of a cold call is to
set an appointment to make the pitch.
Cold calling is an effective sales tactic
if it's done properly.

You need to target your cold calling to the

right audience.
Use market research to focus on your target
market.
This gives you the huge advantage of being
able to talk about their business and their
needs when you call them.
Cold calling is an effective sales tactic
if it's done properly.

This lets you organize your thoughts before

cold calling
Don't read your opening statement into the
phone, but use it as a framework to get the
conversation off to a good start.
Cold calling is an effective sales tactic
if it's done properly.

This organizational scheme Includes:

- a greeting and an introduction,
- a reference point (something about the prospect),
- the benefits of your product or service, and
- a transition to a question or dialogue.
Increase Your Loyal Customers
to Increase Your Sales
The other three types of customers do
represent a segment of our business, but
they can also cause us to misdirect our
resources if we put too much emphasis
on them.
Naturally, we need to be communicating
with these customers on a regular basis
by telephone, mail, email, etc.
These people are the ones who can and
should influence our buying and
merchandising decisions.
The more you do for them, the more they
will recommend you to others.
This category helps ensure your
inventory is turning over and, as a result,
it is a key contributor to cash flow.

This same group, however, can often

wind up costing you money because
they are more inclined to return product.
Clearly, this is the segment of our
clientele that we all like to serve.

We want to target our displays towards

this group because they will provide us
with a significant amount of customer
insight and knowledge.
As difficult as it can be to satisfy these
people, they can also become Loyal
Customers if they are well taken care of.

It is important to remember that Need-

Based Customers can easily be lost
If they are treated to a good level of
service, there is a very strong chance of
making them Loyal Customers.

For this reason, Need-Based Customers

offer the greatest long-term potential,
surpassing even the Impulse segment.
There is not a whole lot you can do
about this group.

Keep in mind, however, that although

they may not represent a large
percentage of your immediate sales, they
are a real voice for you in the
community.
Generally, time management refers to
the development of processes and tools
that increase efficiency and productivity.

In business, time management has morphed

into everything from methodologies such as
Enterprise Resource Planning through
consultant services such as Professional
Organizers.
Therefore, time management is often thought
of or presented as a set of time management
skills; the theory is that once we master the
time management skills, we'll be more
organized, efficient, and happier.
keeping track of how you spend your
time isn’t time management.
Time management is about making
changes to the way you spend your time.
Keeping track of your many daily
activities is just a preliminary step to
effective time management.
How do you actually manage
time?
How To Manage Your Time With
Time Management Categories
Now that you understand the time
management categories, it’s time to use them
to analyze your “typical” work week.

Go through the entries of each working day

and categorize them according to the time
management categories above.
By applying my work categories of time
management, and making the changes you
need to make to spend more of your time
during your working day in the positive
categories and less time in the negative
categories, you’ll truly be able to effectively
manage your time at work – and accomplish
the true goal of time management, to feel
better.
We can accomplish what we want
to each day if we put some basic
time management principles in
place and follow them.
 Conclusion:

5 Time Management Techniques

Equals More Time?
1) Sell at the right time for the right reasons.

2) Be clear about what you're selling.

3) Determine what your business is actually

worth.

4) Make sure your business is in order.

5) Get professional help when selling a

business.