First of all, think of it as FUN! That's right. Sales is just a fun game and sometimes you win and sometimes you lose. But, it's fun all the same.
There are certain moves and strategies that you need to learn in order to succeed.
You also need to pay close attention to your opponent (aka: prospect). You need to study them closely in order to assess what your next move will be.
Every single person has human needs that need to be filled. It is your job to zero in on what needs your prospect has. You then play your part accordingly.
The needs that most prospects have are:
- Money
- Security
- Status and Power
- Praise
- Personal growth and transformation
People buy benefits and solutions to their problems. So, if they are poor they want a way to be rich. If they feel that they have no control over their life, they want a way to feel in control.
Prospects don't want information; they want answers!
It is our job as salespeople to:
1) Find out their needs
2) Help them understand how we will fill their need
Unfortunately, most salespeople begin their sales conversations by inundating their prospect with all the wonderful features of their product or company. The salesperson tells the prospect that their product is the newest on the market. Or perhaps their product is the best value.
Believe it or not, People actually don't care about this. They don't care if the product is the best price if it doesn't solve their problems.
People care about how their life will change because of you and/or your product.
The features of your company should all be explained on the company website ' that is where your prospect should go to learn about your product.
The only conversation you should have with a prospect about the product facts are by answering their questions. Never start out your sales conversation by listing out all the wonderful things about your product.
Instead, start by asking questions! That is the most important job that you have.
You ask questions so that you can figure out their needs and problems. Unfortunately, most salespeople do not ask enough questions. They perhaps ask two or three questions and then move on into "presentation mode."
The second most important part of sales is to listen to their answers. You need to carefully hear what your prospect is saying. If you listen, your prospect will reveal an enormous amount of information to you.
Once you understand where they are coming from, you can then plan your strategy accordingly.
Remember, sales is much like a game of chess. Even though it can be fun, you need to practice and refine your moves until you become an expert!
An increasingly popular variation on the standard 'International' chess is known as speed chess. The game involves the use of a chess clock to measure a set period of time in which each player has to make their move, and if the chess clock runs out on a player, they automatically forfeit the match. Not for the feint hearted, speed chess is only recommended for advanced players with an in-depth knowledge of the game, etiquette and strategy of chess.
Speed Chess takes its origins in standard chess, and is a more convenient way of squeezing in a game in your coffee break, or whenever you have spare moment. All you need is a standard chess board and set, a chess clock (which will have two independent clocks and the ability to singularly stop each clock as they count down) and a willing opponent. All the normal rules of chess apply, except in a few specific instances when they are overridden by new rules to regulate such speedy play.
An interesting twist on the rules of speed chess as opposed to standard International Chess rules, is that it is the players obligation to watch both his and his opponents chess clock. If the either clock runs out, the player with the active clock automatically wins, although it is up to him to call his victory, and if he fails to take notice, the game may continue until he does take notice. Having said that, the status of the clocks outweighs any positioning on the board, so even if a player would have won a standard game, if his clock runs out he forfeits. Additionally, in speed chess, if a player makes an illegal move at any stage in the game, regardless of the chess clock, he again forfeits to his opponent.
In speed chess, the chess clock may be set to either 3 or 5 minutes, although rarely other timings can be used. It is a fast-paced, entertaining game, which is both riveting and inspiring to watch, and arguably would draw more attention than an ordinary standard match. Before learning or playing speed chess as a separate entity, it is vital to master the fundamentals of standard International chess, as many of the same foundational rules apply, as well as allowing you to get a grip on the various pieces and their uses. Speed chess is only really recommended for the more accomplished player, as it demands lightening fast reactions to avoid the chess clock, although for the beginner to intermediate, it is also great fun. It is also advisable to get a full run down on the rules which can easily be located online, to avoid the potential for any disputes which may arise from this great variation on the standard game of chess.
So if you have the time, why not give speed chess a go? There's a fair chance if you go to your local chess club, someone will be game for a match, or why not try teaching a friend how to play? The best idea for improving at speed chess is practice, and in no time at all, you'll realize a startling improvement to both your speed chess and your understanding of the game as a whole.
Both Jessica Swanson & Clive Jenkins are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Jessica Swanson has sinced written about articles on various topics from Internet Marketing, The Beach Resort and Internet Marketing. Jessica Swanson is an extremely successful entrepreneur, marketer and life coach who has achieved a high, six-figure income. She has mentored hundreds of others on how to achieve the same results. You can visit her at:. Jessica Swanson's top article generates over 12100 views. Bookmark Jessica Swanson to your Favourites.
Clive Jenkins has sinced written about articles on various topics from Home Improvement, detox diet and Lose Weight. Clive Jenkins recommends the Chess Clock website which provides comprehensive information on all aspects of the game of Chess. To find articles, tips and free information and advice check out the site here:. Clive Jenkins's top article generates over 110000 views. Bookmark Clive Jenkins to your Favourites.