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It’s crucial to make sure that prospects are buying from you rather than another person. At times you’ve undoubtedly faced some hard sell tactics and there are some ways to keep the process satisfying for both you as the salesperson and the prospective customer. Here are three methods to accomplish that. These methods will lessen the tension of the selling process and gain more customers.

Why can I claim this? Among other things, I had great success at selling Porsches, Audis and BMWs. Promoting these automobiles to the sorts of people that purchase them is different than the stereotypical car-selling routine. I won factory sales contests and always gained excellent comments for customer satisfaction. Additionally, I have raised millions of dollars as a professional fundraiser in the nonprofit sector. On one occasion I requested a personal donation of $50,000 from a tough prospect and he turned me down; he gave $150,000 instead! Whether promoting expensive cars or working on behalf of nonprofits, the basics stand out: being able to understand the prospect; having real excitement for what you are promoting; and emphasizing benefits above features.

* Key to the process is putting yourself into the prospect’s mind, heart and shoes; understand where he is coming from. In this way you can determine the best ways to help the prospect understand why committing to the transaction will be rewarding and lead to good experiences, either his own or even ones benefiting the community as a whole. This positive process contains no trickery or hard sell. You need to be astute enough to create a win-win situation. This leads to good repeat sales and excellent word-of-mouth advertising.

* Explain benefits over features. When I assisted prospective customers, I was enthusiastic and my product knowledge made it easy for me to do this. Don’t just say to the customer that the vehicle has a certain feature. Make absolutely sure that you point out the good thing that the feature will provide and how it will help satisfy a need or fulfill a desire. Real enthusiasm and rock-solid product knowledge provide a great way to help buyers or donors. Manufacturers go to a lot of expense to equip the sales force to deal with the features-vs.-benefits relationship. For the nonprofit sector, painting a picture of why and how the cause will provide benefits to the community and to the prospective donor himself, instead of simply describing (i.e. listing the features of) the desired outcome, got much better results. Conveying benefits in lieu of features is always the better way to go.

* You must believe in what you are doing; if not, you shouldn’t be doing it. In my case, as a serious car nut and driving enthusiast, including on road courses, I was easily able to talk about all of the good things (benefits) the vehicles provided. This built my credibility and created excitement in the prospective buyers. It was all natural and my stories hit the bulls eye. Similar dedication and representation is required for nonprofit fundraising. You must believe in the essence of the cause.

While my own experiences support my comments, here’s what some others have to say:

See this from Wikipedia: http://en.wikipedia.org/wiki/Customer_experience

Independent experts make the same observations: http://www.ventes-marketing.com/References/Exploitation de la loyaute/eLoyalty/Customer Connections.pdf

Bill Reichardt helps make sure that prospects are buying from you. He gets satisfaction from helping all kinds of people to make money from home, whether they’re housewives, entrepreneurs, retirees or seniors. Take advantage of free information that he offers.

Want to find out more about prospects buying from you, then visit Bill Reichardt’s site on tools for choosing the best sales advantages for your needs.