Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Observation Selling!
    Observation Selling!
    Observation Selling!
    Ebook129 pages4 hours

    Observation Selling!

    By Kimberly Peters

    ()

    Read preview

    About this ebook

    Sales is a critical part of any business. Being able to close more sales or increase the size of every sale is critical to both the success of the business and of the salesperson as well.

    Observation Selling shows you the way to close more sales and to sell more products to every customer. We show you how to pick the products you show the customer to have the greatest chances for success and sales growth.

    Whether you are a business owner or a commissioned salesperson, Observation Selling will give you valuable tools to add to your sales arsenal. These tools are easy to learn and even easier to implement and use.

    Observation Selling requires no previous knowledge or sales experience. It is written in an easy to understand format that helps ensure the success of anyone reading the book. Backed by over 35 years of sales experience, Observation Selling is one book you definitely want to add to your skills library!

    LanguageEnglish
    PublisherKimberly Peters
    Release dateJul 20, 2015
    ISBN9781516393374
    Observation Selling!

    Read more from Kimberly Peters

    Related to Observation Selling!

    Related ebooks

    Professional Skills For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      How to Leave Your Business: A 5-Year Plan

      Feb 13, 2019

      Ask any former business owner whether it was harder to start their business or leave it, and you'll likely be surprised by the answer. Sure, starting a business is extremely challenging, with any number of variables and unexpected obstacles that cou

      3 min read

    • Article

      New Thinking, New Strategy For The New Age

      Nov 22, 2018

      After years of planning and preparation, we have ultimately launched our highly anticipated feature: Top Executive Education Programmes with the Best Return on Investment, in which we aim to give you a glimpse of the most top-quality executive educat

      1 min read

    • Article

      Social Engagement

      May 26, 2018

      Social Engagement
      5 min read

    • Article

      The Luxe Life

      Sep 2, 2017

      The Luxe Life
      2 min read

    • Article

      Editor's

      Jul 11, 2019

      Everyone’s rushing around trying to make sure they’re across everything – so as not to be left behind in this age of rapid change. This issue looks at it all, from mentoring, to education, to skills, career progression, leadership and everything in b

      2 min read

    • Article

      Nobody Uses Dental Dams

      Apr 21, 2019

      Nobody Uses Dental Dams
      7 min read

    • Article

      Reinventing Businesses

      Dec 24, 2020

      Reinventing Businesses
      2 min read

    • Article

      A Low-risk, High-reward Approach

      Mar 25, 2021

      A Low-risk, High-reward Approach
      4 min read

    • Article

      Decoding Growth

      Oct 15, 2018

      Decoding Growth
      2 min read

    • Article

      An Eye On The Future

      Jun 4, 2019

      An Eye On The Future
      2 min read

    • Article

      Key Considerations For Organisations Looking To Transform Customer Experience

      Jul 7, 2019

      Businesses can’t simply decide to transform one day, then jump straight changing for change’s sake. It’s essential to plan the transformation carefully and understand the barriers and opportunities that could arise. Equally, some research suggests bu

      2 min read

    • Article

      The Tools Of Attention

      May 15, 2019

      The technology of the day is of vital importance to marketers. It doesn’t just define how we make what we sell, it defines how we connect with those we sell to. Modern marketing has only been around for a little over 100 years. What many believe to b

      4 min read

    • Article

      The Science Of Shopping

      Jun 4, 2023

      The Science Of Shopping
      4 min read

    • Article

      Traditional Pricing Strategies: Do They Work?

      Nov 30, 2016

      COST BASED “It’s easy and doesn’t require research,” says Kyle Jensen, director of entrepreneurship at the Yale School of Management. “People figure, ‘I know what it costs to make this widget, so I’ll just tack on another 20 percent and feel good ab

      1 min read

    • Article

      The Million Jobs Plan

      Sep 4, 2020

      At the beginning of the coronavirus outbreak in Australia, a powerful and committed group of people came together to create solutions for one of the biggest economic shocks in the country’s history. What they identified was 1.8 million jobs in clean

      7 min read

    • Article

      Nerves Of Steel

      Mar 26, 2020

      Nerves Of Steel
      4 min read

    Related categories

    Reviews for Observation Selling!

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Observation Selling! - Kimberly Peters

      All Rights Reserved 2015

      The Customer Service Training Institute

      Introduction

      If you are involved in any kind of business, whether it be an Internet business, retail store, or industrial business we all rely on sales to provide revenue to sustain our business.

      This is true whether we sell services, products, information, or any other conceivable item we have for sale. Whatever we are selling, we need people to buy it in order for us to stay in business.

      This is a simple statement and most of us understand this most basic premise. What is shocking, however, is that a great many people in business today really don’t have any idea how much additional revenue they are leaving on the table each and every day. They don’t recognize the amount of money walking OUT their doors, or leaving their websites each day!

      Most of all, they don’t understand some of the most powerful techniques and options easily available to them that could double or triple their profits without spending one additional dime on advertising or promotion!

      The best part of this problem is that it is very easily corrected and the changes we will discuss in this publication can be implemented immediately and have almost immediate results! If you are not truly excited by this, then I don’t know what to say. I’m hoping that while you may be skeptical now rather than excited, that after reading some of this book you will then realize just how powerful this material is!

      I suggest that you do two things to help insure your success and maximize your results. First, plan on reading this book through twice. It is short enough that you will not have to spend hours of additional time reading it through twice. The first time you read it, just try and digest the content. The second time you read it, try and visualize how you would apply each technique or application to your job or your business. This is where the excitement really comes into play!

      The second thing I would like you to do is to have a notebook with you when you read this book. Use it to write down thoughts, ideas, or notes and questions you might have. I suggest this because I don’t know how many great ideas or thoughts I have had and then forgot them by the time I got around to putting them down on paper!

      When I first discovered the content in these pages my mind was overrun with ideas and applications. I found it very useful, and a great time saver, to be able to write them down as they came into my mind and then be able to keep on reading. Then, when time permitted, I could go back and read what I had thought about. That might have been hours, days, or weeks later but they were all saving written down for reference.

      I wrote this book in the same manner that I have written all my other training books and manuals. We will start with some basics just to make sure everyone has a working knowledge of what we are talking about so no one gets left behind and others get a refresher course. This format of writing has served me, and my readers, well for many, many years and it is not going to stop now. So, please don’t skip over the basics as they are very important concepts and understanding them is critical to your success with Observation Selling! It’s as easy as one, two, three! Follow the book, follow the plan, and be successful!

      You will also see that I don’t believe in filler or lots of pictures and amusing graphics. I believe in writing in a clear and concise style to let the reader get the skills and information they need in as short a period of time as possible and to have a good time in the process. I am really not into producing pretty or artsy books. I am into providing quality information in an easy to read and understand format.

      With all of this in mind, let’s see what Observation Selling is all about and how it can help you and your business grab more sales than you ever thought possible!

      Anatomy of a Sale

      When you ask a lot of sales people why someone bought something from them, you get a lot of varied replies. Some sales people say the purchase was made because it was on sale at a really good price. Other might it was because the item was really popular and hard to get and they just got a shipment of them in that morning.

      The truth is that while these might have been reasons for making that particular purchase, it was not the reason for purchasing that particular product. Price and availability are not reasons people buy things. It might be the reason they bought it at that particular moment, but it is not the reason they bought that particular product!

      Though you don’t know me, let me say that I am bald as a cue ball. (Maybe a little fringe around the side but definitely nothing a comb will ever see!) I tell you that because if someone were selling hair styling gel at 90% off plus a buy one get one free sale, I still wouldn’t be interested! Well, maybe if my daughter or wife used that brand but for me personally, you would have no chance selling it to me at any price, no matter how difficult it was to find.

      I tell you this because people buy things for only a few basic reasons. If a product or service does not meet any of these reasons, price or availability or any other factor will likely not convince people to buy. You could advertise in every available magazine or media outlet with the finest commercials or ads using the best ad copy and the best known people making the sales pitch and you would not make many sales if one or more of the basic reasons are not addressed.

      The Basic Reasons People Buy Things

      People buy things for the following primary reasons:

      The product addresses a specific need of the customer

      The product makes life easier for the customer.

      The product solves a problem for the customer.

      The product fulfills a desire for the customer.

      The product provides security, peace of mind or safety for the customer.

      The product or service is a requirement of a law or government.

      These four reasons are very wide in definition but cover all the qualifications that must be in place before a customer will buy something. Let’s look at some specifics that illustrate some of these conditions:

      1) A person buys a TV because he has a need or desire to watch certain shows or newscasts. In this case, the TV fulfills a need and a desire.

      2) A person will buy Life Insurance because it provides security for the customer knowing that his family will be taken care of in the event that he passes away. In this case, the product provides security and peace of mind.

      3) A customer will buy an extended warranty because of the security and peace of mind it brings with it. They do not buy it because they like spending money and getting nothing immediately in return.

      4) A customer purchases insect spray because they have a problem with insects and the spray will address and solve that problem.

      5) A homeowner will hire a cleaning service to clean their home because it makes life easier and gives them more time to do other things. In this case, it addresses a need and makes life easier.

      6) People pay for fishing licenses because they are required by law, not because they wish to give someone money to go catch a fish. The same could be said for certain types of insurance as well although the safety and security aspect comes into play there as well.

      Regardless of the product or service involved, at least one of these requirements comes into play. The more requirements a product can address the more valuable the product will appear and the easier it will be to close the sale.

      Remember this, because it is extremely important!

      Spend a few moments thinking about items that you recently purchased and see which requirement(s) were satisfied in each purchase. I bet you can’t think of one purchase you ever made that did not fall into one of those categories.

      What Turns People from Shoppers into Buyers?

      One of the

      Enjoying the preview?
      Page 1 of 1