Membership Overview
Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
NASP Programs
Catalog
See a summary of all our programs and certifications
Online Certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Online Programs
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
ProSeries Programs
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Sales Mastery
Join our ongoing dynamic virtual coaching community
Career Center
Explore job postings from some of the best companies in the country looking for sales professionals
Training Resources
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Coaches Corner
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
Sales Resources
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
Articles
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Testimonials
Common Questions and Answers
Contact
by Nan Hruby
Understanding and relating to your customer’s needs is the cornerstone of good selling. People want to be understood, being able to show you understand their needs will increase your chance of making the sale. After all, if you were in a foreign country where buyers only speak the native language, would you speak their language, or yours?
People you Know, Like and Trust According to this principle, we are more likely to say yes if we like the person who is selling it. This is why many celebrities are used to promote products and services. Think of all the people who buy because of the person endorsing a product. If you cannot afford a celebrity, try a personal story in the “about us” section of your web page. This will give you authenticity and a more personal touch.
Principle of Giving According to this principle, if you receive a gift, you feel compelled to give back. Often the customer will buy because they were given a free sample. Giving a gift to someone when they purchase has a two-fold effect. They are pleased with getting it, and they are often compelled to buy more as the free gift increase the purchase value.
Compliments People are quite involved in their own lives and very rarely take the time to compliment someone else. Complimenting your buyer has the effect of endearing your buyer to you. I wouldn’t go overboard, but doesn’t everyone love to get a compliment when it is sincere?
Staying Relevant Stay in front of your buyer through e-mail, voice mail, newsletters, and any other means you can. Do not spam them; nobody likes a ton of junk mail. They will send you to spam land if you are not careful. Be measured about the time, content, and especially the value of the messaging. Think of information the buyer can use in their world that is relevant.
Social Proof We are social creatures. We often look at what others are saying and doing before we make a decision on buying. This is why client testimonials are so powerful. In today’s sales climate video testimonials have become very popular. A satisfied customer has 10X the impact of selling your product, or service than you do. Try these techniques to increase your awareness, likability, and originality in today’s sales landscape.
If you want to find me, follow the link: http://www.hnhsalesconsulting.com
About the author