Sales Training – Automotive, Marine, RV, Motorcycle by Paul Hauke BA MBA & Iffpf Inc.

By: Paul Hauke BA MBA

Paul Hauke BA MBA ICMP ICCSP ICCDP ICCDMP, President of IFFPF Inc. , the # 1 sales and marketing training company worldwide have researched the psychology of selling and have defined the most important stages to understand and implement the psychology of selling.
Before getting into a detailed discussion of the issue we must first define what is a salesperson. Salespersons are the forerunners of progress. Every successful organization is comprised of organized and superb salespersons, salespeople who understand that they have no limit. Sales is a very honorable profession with some of the highest paid people in the world. It has unlimited potential with only the individual salesperson setting their own limits. Nothing happens until something is sold. As a result the world depends on salespeople for a healthy and prosperous business climate. The workers who produce the products and services, that are sold, depend on the sales force to keep them working and in turn buy products, food, housing, utilities and pay rent on their own from the money they earn. The world economy revolves around getting things sold. Be proud to be a salesperson, and always be the best you can be.
An understanding of the psychology of selling will absolutely be equally beneficial to both the new salespersons and the seasoned salespersons .
The unfortunate part of sales is that 80 % of the sales are done by 20% of the sales force, the old 80/20 rule. It is also interesting to note that the top 20% will earn 80% of the commissions as well. Understanding the psychology of selling and implementing it will get you into the top 20 % in your company. And if you are already in the top 20 % then let us get you into the top 20% of the top 20%, or the top 4%.
The most important stages are as follows:
1.) Commitment Commit to improving your selling skills with a detailed plan of goals and when and how you will accomplish them. Work your plan and never forget the following. The difference between top performers and mediocre performers is not a great difference. An example would be golfing. The first place golfer in a four day tournament may win by one stroke, but his earnings may be ten times greater than second place. This does not mean that the first place golfer was ten times better or even twice as good. In sales the top performers are not ten times better or twice as good either. In sales the top performers are only a little bit better. This leaves a great opportunity for anyone willing to work for the top 20% , or better the top 4%. In sales it must be remembered that there is no second place. In sales the winner gets 100% of the commission while the loser gets absolutely zero. The more selling and performance skills are improved , even just a little bit, the more income will increase.
2.) Self Confidence Prospects like to deal with successful people. You must be able to project that persona. You must at all times maintain your self confidence and self esteem. Perception is realty. Prospects must perceive you as being in control of yourself, confident and enthusiastic. The best salespersons are those who can adjust themselves to the personalities of the prospects. Be genuinely happy to be at work and be with the prospects and show it. People buy from people they like. Your enthusiasm and how well people like you accounts for more than 80 % of what is needed to make the sale.
We like to define selling as the transfer of enthusiasm, or transferring what you believe. If you are not excited about yourself, your products, your employer, then why should your prospects be? Remember, enthusiasm is contagious. Willpower and determination create enthusiasm.
3.) WIIFM What’s in it for me? Keep the spotlight on the prospect and what’s in it for them. You must fill their needs. You fill their needs by selling the benefits of your product to them. 90 % of buying decisions are made by deciding on one key benefit. You must find the key benefit. Listen carefully to the prospect as they will tell you what it is. Your presentation must cover not only each feature of your product, it must cover in detail the benefit of each feature to the buyer. For those who sell strictly on price, remember every benefit has a value to it in terms of saving money. The savings should always offset the urge on the prospects part to have the price lowered. IFFPF Inc. research has shown that explaining the monetary savings of each benefit to the prospect will actually allow the seller to maintain his price. The consumer will be able in their own mind to justify the savings realized from the benefit as sufficient enough of a savings, so as to not have to be aggressive in seeking a price reduction. They appreciate your concern for them and their need to justify the purchase and satisfy their need for benefits. They appreciate you showing them what’s in it for them.

PAUL HAUKE , BA, MBA, ICMP, ICCSP, ICCDP, ICCDMP is the President of IFFPF Inc. and an expert in Sales and Marketing. His expertise is in the retailing of consumer products. He is a pioneer in the development of web based marketing and has developed many successful strategies for search engine optimization for clients worldwide.

Paul Richard Hauke is the President of IFFPF Inc. , (http://www.iffpf.com) the leading international automotive sales training company in the world. He has a MBA in business management and is IFFPF Certified* in numerous professional specialties; such as ICREP, ICIREP, ICREMP, ICFSP, ICLIP, ICRP, ICRMP, ICMP, ICCSP, ICCDP, ICCDMP, ICPA and ICHSDP. He has spent his entire lifetime working with Cadillac, Toyota, Honda, Ford, Chevrolet, Acura, Mercedes Benz, Mitsubishi, Nissan, Lincoln Mercury, Kia, Hyundai, Buick, Lexus, Dodge, and Chrysler dealerships and factory representatives to maximize sales and professionalism in the automobile business. IFFPF Inc. additionally supplies promotional direct mail programs, and marketing incentives to the automobile business at wholesale and distributor pricing at http://www.iffpf.com. IFFPF Inc. is a full service marketing firm. *IFFPF Certifications are trademarks of IFFPF Inc. http://www.iffpf.com/auto_dealer_consulting.html

Article Source: http://www.articlemap.com

Paul Richard Hauke is the President of IFFPF Inc. , (www.iffpf.com) the leading international automotive sales training company in the world. He has a MBA in business management and is IFFPF Certified* in numerous professional specialties; such as ICREP, ICIREP, ICREMP, ICFSP, ICLIP, ICRP, ICRMP, ICMP, ICCSP, ICCDP, ICCDMP, ICPA and ICHSDP. He has spent his entire lifetime working with Cadillac, Toyota, Honda, Ford, Chevrolet, Acura, Mercedes Benz, Mitsubishi, Nissan, Lincoln Mercury, Kia, Hyundai, Buick, Lexus, Dodge, and Chrysler dealerships and factory representatives to maximize sales and professionalism in the automobile business. IFFPF Inc. additionally supplies promotional direct mail programs, and marketing incentives to the automobile business at wholesale and distributor pricing at www.iffpf.com. IFFPF Inc. is a full service marketing firm. *IFFPF Certifications are trademarks of IFFPF Inc. www.iffpf.com/auto_dealer_consulting.html This article reviews the research findings of Paul Hauke BA MBA ICMP ICCSP ICCDP ICCDMP, President of IFFPF Inc., and of IFFPF Inc. about the most important stages to understand to implement the psychology of selling in the business environment worldwide.

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