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How To Sell Successfully

Effective, high-performance selling is important to the success of almost every kind of business. If you are going to be in business, you MUST Know How to Sell. Selling is the number one skill you must learn if you are going to be in business. If you do not know how to sell, you and your business will struggle financially.

How To Sell Successfully

Whether you are a salesperson working at the customer interface or a sales team manager, achieving the best possible results will be determined not only by your knowledge of your own product, but also by your understanding of your customers and the communication skills you can bring to bear to clinch a sale.

This article covers every aspect of the sales process, providing advice on taking the right mental approach, organizing yourself, understanding and working with your customer's needs, and building essential skills such as presenting and negotiating.

Preparing To Sell

Selling is the basis of all business success. Lay the foundations for successful selling by following long-term principles and practices and by developing key personal skills.

In truly successful selling, everybody wins. Good salespeople make good deals for their customers. Bad salespeople give their customers bad deals. Customers who feel that they have made the right purchase will be happy and will likely to come back for more.

Making a Win-Win: The win for salespeople is not just making the sale - the truly successful "win-win" consist of:

  • Creating a satisfied customer;
  • Earning satisfactor profits for the company.

The degree of satisfaction depends on the real strength of the proposition offered and delivered.

Salespeople's performance tends to be judgd on sales volume alone, which is simple to calculate but can give a seriously misleading picture. This heppens when, for example, the seller offers discounts or terms of trade that ultimately make that particular sale unprofitable.

Selling can sometimes seem like a form of confrontation. That explains wh many salespeople find the process difficult or nerveracking. Substitute positive expectations of success for negative fears of failure, and selling becomes an enjoable experience.

If you are unprepared or nervous, you may be tempted to rush your sales pitch. Approcah the sales with positive expectations, and deliver your lines at a steady pace. Write with clarity and force, and avoid gabbling.

How your web design look and behave has a direct bearing on confidence on both sides. Design your page and craft your copy with care, knowing that a well pressed page conveys a message to the client.

Coping With Rejections

The potential customer may not like you, what you are selling, or how you are selling it. The risk of being rejected by a customer is always daunting. The first lesson in building self-confidence is to understand that negative feelings are counter-productive and ill-founded. Be aware that what you think of yourself matters more than what you believe others think of you. Never say or think "no" for somebod else, but recognize that they, like you, have the right to refuse an offer. Remember that their refusal is not your failure, but their lost opportunity.

Dealing With Customers

Understanding customers attitudes is the key to increasing sales. Make an effort to research prospective customers, maximise customer contacts, and maintain strong relationships.

The buying decisions of customers are influenced by many issues - not just competitive pricing, as is commonly supposed. Familiarize yourself with the range of customer needs, but keep an open mind when dealing with individuals.

Different customers have different needs over time, according to how their business is developing. While you should avoid pigeon-holing customers, it is possible to recognize types and use this knowledge to target your productsand techniques. Build up a profile of customers so you can emphasize features that are most attractive to them.

Remember that by making people feel that your offering meets a basic need, they will justified in buying from you.

Satisfying Customers

You can never satisfy all of the customers of all the time. But you can never stop trying to do so. Find out what the customer's requirements are, and then discover whether those needs have been met by constantly monitering the customer's reactions.

The only sure way to find out if you are fulfilling your customer's need is to ask them. Invite customers groups to tell you what would make your products or services more attractive. Make it clear to customers that you want their comments and will act on them.

Making A Successful Sale

Effective selling involves planning and strategy. Your strategy may initiall involve a team presentation or a simple mail shot. but all sales unltimately depend on negotiating skills.

Selling operations need military-style planning to improve success rates. The customers must be clearl identified, the market properl covered - with salespeople covering carefully allocated areas - and the sale must match customer needs.

Whether you are selling an existing product, or launching a new one a successful sales strategy is based on a thorough analysis of product, market, and competition.

Your strategy may be aimed atfinding new customers, or at building strong relationship with existing customers. But before you commit resources to a sale drive, consider the size of the market, its potential, and the strenth of compitition from other organizations.

Once you have established your market, ensure that your sales force covers the areas in which customers or potential customers are located.

Knowing Your Product And Market

A successful sales strategy depends on the key skills of persuasion and negotiation - skills that can only be effectively deployed if they are reinforced by familirity with, and confidence in, the product or service being offered.

Customers rely on salespeople to tell them what they need to know, so it is essential that you have the answers for any line of inquiry that might arise.

It is not sufficient to limit your knowledge to your own product - you must be able to put it into context with similiar products so that favorable comparisons can be made.

Use every method available to become an expert in your field. Study market literature, discuss relevant issues with technical, operations, and production staff, and take advantage of training.

Above all, use every sales call as an opportunit to increase your knowledge, and thefore your competence.

Selling In Stages

Your selling process should go through key stages before ou attempt to close a deal. Each of these stages requires its own mini-plan. Set down your desired outcome, the tactics you will employ to win that outcome, and your response to forseeable deviations.

Revise our plan at every stage to incorporate any new knowledge or information you have gleaned.

The acronym AIDCA stands for the key words Attention, Interest, Desire, Conviction, and Action. These are the five stages that ou should lead your prospective customer though in sequence to maximize the chances of a successful sale.

AIDCA Principles

Direct mail sellers have long used the AIDCA formula as a guide to writing sales letter. But the principles apply strongly to all aspects of selling.

Following them gives you an organizing tool that provides your sales pitch with shape and direction, and makes the proposition coherant as well as attractive to the prospective customer.

First catch the customer's Attention, the arouse Interest. Convert Interest into Desire for your product or service before creating the Conviction that will result in Action - the sale.


All human activities can be improved by training, and most training can be self-taught. Every salesperson can markedly improve key critical personal abilities. Gain as much knowledge of each ability as possible, and then aim to develop each one in turn. Make a personal development plan that includes a time-scale, a reading list, a schedule of courses, and, where relevant, target for getting to the desired level of performance. When your objectives have been realize, set some new targets.

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