My company is an electrical retail chain stores. We have published a book which tells the success stories of the company. Boss wants the sales personnel to help sell the book, in our electrical stores. Of course, there are incentives.
Having no experience in selling book, how to train my sales personnel to sell book? Or, how to sell a book? Or, what makes people want to buy our book?
My opinions:
1. Intangible benefits of book are???
2. The features, advantages and benefits?
3. Customer's expectations?
4. What the book promises?
5. Emotional appeals?
6. Price... what customer will gain in return? How much they will lose by not buying? What is the value?
7. Any magazine review, excerpt, recommendation, author's background....
What else? Please offer your recommendations and advice..... thank you very much...
From Malaysia, Puchong
Having no experience in selling book, how to train my sales personnel to sell book? Or, how to sell a book? Or, what makes people want to buy our book?
My opinions:
1. Intangible benefits of book are???
2. The features, advantages and benefits?
3. Customer's expectations?
4. What the book promises?
5. Emotional appeals?
6. Price... what customer will gain in return? How much they will lose by not buying? What is the value?
7. Any magazine review, excerpt, recommendation, author's background....
What else? Please offer your recommendations and advice..... thank you very much...
From Malaysia, Puchong
6
Hi ,
I would want to answer you how to sell, but the info and prepardness is not there.
Eelectricals retail chain and books i dont see the connection.The walkins that would happen for the 2 are like chalk and cheese.
Sales of books happen are through disribution.
what is the book on and who is the end customer lot of info required to reply you.
First you need to segmentation before you can sell .Send details if you need opnion,support or info.
Generally people are asking for input with out supporting details.
regards,
NS
From India
I would want to answer you how to sell, but the info and prepardness is not there.
Eelectricals retail chain and books i dont see the connection.The walkins that would happen for the 2 are like chalk and cheese.
Sales of books happen are through disribution.
what is the book on and who is the end customer lot of info required to reply you.
First you need to segmentation before you can sell .Send details if you need opnion,support or info.
Generally people are asking for input with out supporting details.
regards,
NS
From India
Dear friend,
If you want to sell either product or service, you need to employ concept of SPIN selling.
What you have not included is skilful questioning by the salespersons. You need to do the analysis of the customers' needs. To do this, you need to ask - situation specific, problem specific questions. You need to analyse his/her implicit and explicit needs.
Secondly, this will be your add-on selling. Selling of the book should not be at the cost of the primary sale. This fact your salespersons should keep in mind.
I need to understand the situation completely. Then only I will be able to provide the complete solution.
I will conduct the training of your staffs. However, my services will be paid one. Please talk to your management and we will work out further details.
Lastly, to make you aware of my training activities, I have attached my Training e-Brochure to this post.
Thanks,
Dinesh V Divekar
91
[dineshdivekar@yahoo.com]
From India, Bangalore
If you want to sell either product or service, you need to employ concept of SPIN selling.
What you have not included is skilful questioning by the salespersons. You need to do the analysis of the customers' needs. To do this, you need to ask - situation specific, problem specific questions. You need to analyse his/her implicit and explicit needs.
Secondly, this will be your add-on selling. Selling of the book should not be at the cost of the primary sale. This fact your salespersons should keep in mind.
I need to understand the situation completely. Then only I will be able to provide the complete solution.
I will conduct the training of your staffs. However, my services will be paid one. Please talk to your management and we will work out further details.
Lastly, to make you aware of my training activities, I have attached my Training e-Brochure to this post.
Thanks,
Dinesh V Divekar
91
[dineshdivekar@yahoo.com]
From India, Bangalore
Community Support and Knowledge-base on business, career and organisational prospects and issues - Register and Log In to CiteHR and post your query, download formats and be part of a fostered community of professionals.
Train the trainer ad final1.jpg
Performance Appraisal Form for Staff.doc
Staff Selection Techniques Handbook.pdf