HTSS99 - Why you must master second hand sales deals - Scott Sylvan Bell

Why you must master second hand sales deals 

You can learn a selling styles from other places than trainers, coaches or mentors. One of the places to learn new sales skills is from second hand market places. These would be internet sites or apps where you can sell used goods.  

There are skills you need to learn that really cant be taught in a significant way in a classroom. You do learn from interacting with people in real environments. There are sales skills you get to acquire in ways that can help you with every type of buyer that you meet. Most salespeople know one to three sales styles and do not excel at most of them.  

The different types of sales styles

There are a few ways to sell

1. Aggressive sales – This is the always be closing old school sales style (ABC)
2. Fact based sales – When you look at this style it is close to what and attorney would use to prove a point.
3. Question and commitment sales – This style can be used in a way that is better than they fact based sales process.
4. Needs based / Consultative based sales – A way to look at this sales process is to find the correct item for the right buyer and sell what fits their need.
5. Personality based rapport selling with strong sales skills – There are sales skills are here that rely on most of the list
6. Buddy selling – When a salesperson uses thus technique there are no sales skills just rapport building that hopefully leads to a deal
7. Passive sales – When salespeople use passive selling there is a fear of rejection so the presentation is here is my info and call me when you are ready
8. Transactional sales – When this sales process is used it is based upon the lowest price possible and then earning minimal revenue. This type of sales process can be a grind.

The value of products in the second market

You can look at a number of 30% for the value of a product that is used. You may have a set price you want to pay or are willing to accept. As with barter the value of the product is somewhere between what you want to get and what the buyer wants to pay. This style of sales is an important one for you to learn as soon as possible.

Types of buyers:

1. Cheap – Only the lowest price matters
2. Bargain hunter – Looking for a good deal
3. Deal maker – Will counter or put conditions on the purchase
4. Value – Does look at the weight of the proposition and what is included
5. Pay full price – This unicorn buyer values time over money and just makes the purchase

There dance to a second hand sales process

Every type of sales has a routine that the buyer and the salesperson go through. If you are making sales on the second place market there are some hoops that will need to be jumped through. This is a generic list of what could be done in the sales transaction:

1. Intro – this is the rapport / trust stage
2. Explanation – This is where the item is talked about – it’s a mini demo – walk around
3. The tear down – The buyer finds the flaws and threatens to walk away
4. Make an offer – Crazy discount from what you have set forth – they are testing the waters
5. The build up – The seller counters and finds a ways for the item to be talked up
6. The negotiation – The price is figured out or not
7. The walk out – You may be able to get people to come back – this is the hold out method

As you develop your sales skills you will see this is a mix of a bunch of sales styles. You can learn how to use these techniques and strategies inside all presentations with most of your buyers. When you take the time to look at the mechanics of the processes you can see where some of your deals could be done better and where they fall apart.

• Look to the timing of the conversation
• Look to what the person says about walking away
• Pay attention to how they are not really interested or are they guarding themselves

This is a specific type of buyer that allows you to learn how to sell to other types of buyers that you interact with.  What you are looking at or dealing with could be a combination of frugal, barter dealers and cheap buyers/

Most salespeople only master 2 or 3 types of buyers when there is close to 7 or 8 of them that need to be learned.  Each type of buyer allows you to have a better closing rate and increase your sales skills.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California