How to Use Dr. Robert Peterson’s Five Pillars Of Selling For Resounding Profits

A lot of people are afraid of sales, when there really is no need to be. Making sales is not always the easiest thing in the world, but as you develop the skills needed to be a great sales person, you will find it to be quite rewarding. There are many things to learn about the sales process, from finding the customers to making a pitch to actually making and closing the sale, and there are all kinds of little steps in between. University of Portland, US business professor Dr. Robert Peterson has created a list of five unique and distinct steps to great selling. You can use this information to increase your sales potential. Here are the steps to take:

Know what you are talking about: If you go out to sell something, you had better know it inside and out. People are going to have questions, and they will expect you to have all the answers. When you do not do your research, your potential customers will see this, and they will not trust that you are giving them the right information. Learn as much as you can about the products and services you are offering, and make sure that you relate this information to your customers. Learn about your customers too, so you can deal with them on a more personal level, which will really help you achieve your sales goals.

Focus on your clients' needs first, then your own: If you are just selling to make money, it is going to show, and a lot of people won't want to do business with you, because they will know that you are not sincere. Don't just focus on what you want. Talk to people, and find out what their needs are, then go about finding ways to meet those needs. Dr. Peterson and most other marketing professionals will tell you the same thing. When you are doing your best to help your customers reach their own goals, you are going to reach your own as well.

Be resolved in your commitment to your customers: You always need to be working to meet the needs of your customers, and you need to prove your commitment to them over and over again. Always treat everyone the same, and treat everyone the same way every time you deal with them. Always let them know that you sincerely appreciate their business, and that you are looking out for them. Don't just sell them things. Help them with their purchases, to make sure that they are getting what they really need, and getting value for their money.

Instill a sense of trust: If people don't trust you, they are probably not going to want to do business with you. On the other hand, if you build a great reputation as a business person who can be trusted, people will be more willing to listen to your pitch. There are many ways to build trust. If you make promises, keep them. Always be consistent, and always tell the truth. If you lie and someone finds out, you will quickly get the reputation of being dishonest.

Find a common bond with your customers: You have to be compatible with your customers in order to be able to make sales. If you and a customer do not see eye to eye on things, chances are you are going to lose a sale. You need to be the one to find answers to their questions, solutions to their problems, and when you do, there will be a great match, and you will end up with lifelong customers.