TO BE A PERFECT SELLER
WITH US!
Your success is our target,
perfection is our way
from professionals for professionals
Books on Demand
A special thanks to my lovely daughter Rebecca Ritter, she was translating all this lessons to English language!
Thank you for choosing our book, to be the perfect seller with us. We guarantee a maximal success in selling if you follow the content of our lessons. Those strategies were tested in the practical experience and proved themselves to be successful.
The author of this book, Mr. Michael Ritter, works for over thirty years in the sales sector and is very successful. He worked for many years as a sales trainer and made a name for himself as an author of specialist literature.
For a long time we thought about how to offer you this lessons and in which cycle. You can learn how to sell, it is no witchcraft and if you follow the rules, you will be successful. It´s quite the opposite as there are only few naturals and normally you have to work hard to get this know-how.
Let us face the facts. This is a learning process for you. That means also to exercise, to think and to internalize individual steps. Therefore it would be too extreme to release every day a new lesson as many participants would be overstrained.
Its important, everday one lesson, not more!
The major advantage of this course is that you will not be overstrained with too much knowledge. In other courses and specialist literature this would be normally the case. If you had no clue before, it is impossible to implement the knowledge at once. The longer a seller works in the sector, the more habits he has. These habits rather constrain the seller than help him.
Therefore, we have divided this course in clearly represented lessons. You can implement those steps right from the beginning. Step by Step.
You will receive 6 questionnaires during this course, to enable us to check your knowledge at the particular point in time, if you send them back as scan to: info@neteliteacademymasters.com.
You have also the chance to pass criticism on us and to ask us important questions. We will be pleased to answer those questions.
(There is however no wise answer for a polemic question)
If you send those questionnaires back to us, we will be sending you at the end of this course a diploma, which confirms your knowledge and your participation in our course.
That´s why we decided to send you a lesson twice a week, so that you have enough time to practice and exercise individual steps.
Those Newsletters include the following topics:
01- General instructions
02- What is selling?
03- When does selling start? - What is success?
04- Success is always individually
05- Methods of selling and their dependence on the particular economy( 1 )
06- Methods of selling and their dependence on the particular economy ( 2)
07- Methods of selling and their dependence on the particular economy ( 3)
08- What A says, is not always what B understands
09- The period of time of buying. Flexible market and keen market.
10- To avoid the comparability.
11- When does selling start? ( 2 )
12-The brain
13-The scale
14- The drama triangle( 1 )
15- The drama triangle ( 2 )
16- The drama triangle ( 3 )
17- Types of customers (1)
18- Types of customers ( 2 )
19-Types of customers ( 3 )
20-Which role does the price play?
21-Methods of questioning ( 1 )
22-Methods of questioning ( 2 )
23-Avoid interruptions ( also avoid excuses right away)
24-A positive relation with the customer(1)
25-A positive relation with the customer(2)
26-Telephone contact ( 1 )
27- Telephone contact ( 2 )
28- Telephone contact ( 3 )
29-Telephone contact ( 4 )
30-Preparation for the telephone conversation
31-Structure of a telephone conversation (1)
32- Structure of a telephone conversation (2)
33- Structure of a telephone conversation (2)
34-Telephone contact ( 5 )
35-factor 250
36-General knowledge for sales conversations
37-Structure of a sales conversation
38-greeting, Warm Up and the assessment of demand (1)
39-greeting, Warm Up and the assessment of demand (2)
40-greeting, Warm Up and the assessment of demand (3)
41-Determination of a product
42-Planning
43-Demonstration of the goods (1)
44-Demonstration of the goods(2)
45-Calculation of prices without naming those ( Tariffs )
46-Yes phase ( 1 )
47-Yes phase ( 2 )
48-General knowledge for the conclusion
49-Structure of the conclusion
50-Mentioning the price
51-Little Yes phase
52-Dealing with excuses ( 1 )
53-Dealing with excuses ( 2 )
54-Dealing with excuses ( 3 )
55-Dealing with excuses ( 4 )
56-Dealing with excuses ( 5)
57-Dealing with excuses ( 6)
58-Further possibilities
59-Analysis of the customer
60-Examination of the analysis of the customer
61-Weekly statistic
62-Examination of a weekly statistic
63-Positive thoughts
64-Dealing with complaints
65-How do I get two customers if I have one
66-You catch a mouse with bacon
67-Closing words
Should you wish to do everything at once, you will get the possibility to download all courses if you paid for all. You have then access to all Newsletters “To be the perfect seller with us” In our opinion it is not a good idea to do all at once.
We start with the basis and the necessary background knowledge of the sales psychology. You will notice during this course that each step is based on another one and in the end it is all one. It is not revolutionary but it is extremely effective
Our desire is for you to have a maximal success and the enthusiasm to implement the individual steps. Every seller sells his own personality.
First of all, the situation
Our desire is for you to have a maximal success and the enthusiasm to implement the individual steps. Every seller sells his own personality.
The giants of individual sectors are having currently many advertising and discount battles. Only to win a destructive competition in which you can only lose. The money, which is partly wasted, would be better invested in a better job training and higher wages for sellers. A certain level of advertising has to exist but there is no necessity of exaggeration.
Realistically seen, this is a distortion of competition as they suggest the customer that only the giant is capable, even though it is normally the opposite. The small merchant has
mostly the better and also better paid personnel. These sellers have more know-how, ambition and also more time for customers.
It is known that those trade giants do not pay the highest wages and a good seller won´t work for a low wage.
It is a well-known fact
Who pays with bananas has to work with monkeys
Exactly this advantage hast o be used by the salesperson to prove his competence.
Question: What is selling?
- To influence people to buy a certain product and not another one, so to say to inspire the desire in him to buy a certain product and to get him to buy my product instead of someone else’s.
It doesn’t matter if the customer entered already my store or not but how do I persuade a potential customer that my store is better, more competent and also beneficial for him than the competitor and that he is buying something from me?
This is when our qualified help for the seller comes into effect. This course offers the idea to make the customer in this situation a satisfied one, even though the customer did not want to enter.
Do you think this is paradoxical?
Not at all if you internalized this course, it is just a logical result.
There are two important questions:
1: Where is the decision to buy made?
Does the customer make this decision rational by using his brain or is the decision made in his subconsciousness?
Think for a while about it and try to answer yourself before you read the answer. I assume that you will be surprised.
Correct, the decision to buy is made in his subconciousness by 90%. This insight is important and you will learn how to deal with it, so that you can make use of the subconciousness of your customer - for your own purpose.
2. How to win customers who enter our store at first or not at all
There are two chances to differ us considerably from our competitors.
A- Trade fair
You have the chance to differ yourself from the so-called giants, who mostly relinquish this chance of presentation, as they cannot handle it. They don’t have the personnel and are therefore desperately overstrained
If you want to achieve success with a trade fair then do not put pressure on your own sellers to sell there, as he has normally no time for it. That’s because sales conversations for goods which demand an intensive advisory service take according to experience 2-3 hours. Your time is just too precious.
At first, this sounds absurd but at the same time you can generate 20 addresses from which you carry out later up to 15 orders.
There are possibilities to sell directly at a trade fair but you need special job training.
B-addresses of manufacturer
Almost all manufacturer and insurance companies have enquiries which they pass to their traders. But what happens?
Sometimes they contact in writing these customers and they receive a statistic recirculation of 3%, how it is used in direct advertising. That means out of 100 addresses, you only have 3 actual contacts out of which an excellent seller carries out two orders, so 2% of the address material.
Are you satisfied with this?
Probably not. An accomplished external work seller contacts the addresses by phone and reaches a rate of 70% by fixing appointments. As this address material is almost all flexible demand, an excellent seller carries out 65% of orders on the first appointment. You see, the quota of having success is 45%, a lot more effective.
How that works is what you learn in this course. We don’t want something else than giving you the “instruments” to increase your personal success considerably.
That´s it for today, in the next lesson we speak about: What is selling!
That is actually a very interesting question because the majority of all sellers have the opinion, that selling starts when the customer enters our store or when the seller attends an appointment with the customer.
That´s of course wrong. Firstly you have to decide clearly. There are sellers and distributors. Of course, the girl behind the sausage counter in the supermarket calls herself a seller but her job doesn´t require any know-how in selling. The majority of so-called sellers in department stores and supermarkets are in view of their work just distributors. The customer wants something and that´s exactly what he gets without having hard negotiations with him.
A seller sells products which require an intensive advisory service, which have a certain price and which are normally still in the focal point of the customers price comparison.
The following products require sellers:
This list does not seem to be complete but you can tell to which point I am trying to get at. Products which require an intensive advisory service require real sellers and those sellers are getting paid with a commission.
With this newsletter we want to help sellers to increase their turnover and result rates considerably. We want them to reach a new level of success.
Again the question:
When does selling start?
The answer is just as simple as logical
SELLING STARTS WHEN THE CUSTOMER SAYS NO
This sentence is on purpose capitalized and in bold print because it is a basic wisdom. The excellent seller has to make use of this wisdom.
This wisdom is not a new one but many sellers see the NO of the customer as the end of the conversation and this is an enormous mistake. Now it actually starts and the excellent seller proves himself.
With the right know-how in the back of your mind and the right method, it is possible to persuade more than half of these customers to buy.
It is quite normal that the customer says NO at first, he believes to designate where and when to buy. We will pull him this tooth!
A customer, who buys the goods right away and does not defend himself, has bought the goods without being actually sold. In all probability he would have done this somewhere else too, where the seller was quite nice and friendly to him. Especially the wholesalers use this customer potential to sell their goods cheap. They also use non-qualified personnel who work for lower wages.
With this, a new inner basic adjustment is necessary namely the following:
You have a right to receive the order!
That´s easy to explain:
Let´s assume you commission an installer because your watertap drips. What does he do when he finished his work?
That´s right, he writes you an invoice as he wants his work to be paid. Deservedly so!
Another example, if you take your car to the repair shop for an inspection. No reparation or spare parts are required but the mechanic dedicated a working hour. So what does he do?
He writes you an invoice and you have to pay.
What right does the customer take to demand your precious time without paying in the end with Heller and Pfennig (former German Cent).
For carried out orders you receive provisions, if the customer doesn´t pay, you have dealt with lemons and your payment is exactly €0.00, not a very satisfying result.
You have to accomplish your requirements to receive cash payment and that only works with the signed order of the customer.
Remember:
You have the right to receive the order!
You have to accomplish this right with all means available. We want to enable you to do this.
Have you ever asked yourself this question?
What is success?
Let´s have a look at Vincent van Gogh!
He was a poor guy, lived from hand to mouth and often didn´t know how to get by. Today, his name is well-known, his pictures are worth millions. He was also a successful painter; he had success even though a little late or too late for him.
Let´s have a look at Bill Gates,
He is one of the richest men worldwide. We don´t know if he´s happy but we can see him as a successful person.
Or Mother Theresa:
She was never wealthy but she was respected and adored worldwide. She is familiar to almost half of the population. In all probability, she was a successful woman.
Let´s also have a look at Alexander the Great
His success is legendary, every child learns it in school and they are of military nature.
In the end, let´s have a look at Henry Maske
An excellent boxer, world champion, loved and adored by millions of people. A success of athletic nature.
A list of successful people could be continued forever, well at least filling pages. But we won a realization.
Success is always individually!
It is simple; success means something else from person to person. It doesn´t matter if it´s in the private nature, artistic sector or in business life.
Success means for one person reaching a position in one´s career which is much sought after and for someone else to reach the top of a mountain. Another person regards the adding of stamps to his collection as success or also reaching a personal aim.
You can see it how you want but for the successful seller (as the name tells) his most important aim is to reach maximal turnover success.
The figures in the end of the month or in the end of the year are for him his straightedge, how he reached his aim and how successful he was in the past period of time.
With this lesson we want to help you to be more successful than anyone else and to reach more possibilities.
Who knows the motto of a good seller? It is simple and consists only of nine letters:
Logical consequence
That means:
D TO
B TO
MC T O
MMT O
Different than others
Better than others
More clever than others
The seller with this motto has also the logical consequence
More money than others!
A wisdom in selling says: Never be satisfied with what you have, it can always be a little more.
Bosses therefore, generally put the planning figures higher by several percent points than the ones in the previous year. Many sellers have to face an unsolvable problem because they don´t know how to generate more of their turnover.
In many cases it looks like that you didn´t reach sales quotas for the previous year. He is clueless, is not satisfied with himself and his company and rushes into a swirl of negative emotions. He has to free himself out of it.
What is explained here is in no case a grey theory. This lesson offers help, to help you. All aspects of a sales conversation are detailed analyzed and explained. The most important things are presented in front of a sales psychological background.
The author works already for 3 decades in the sales sector of the furniture retail market, worked for many years as a sales trainer and helped hundreds to achieve successful sales.
He got this realization in course of time because he worked for it and further filed this realization.
To be successful it is important to accept something new and to be ready to approach something unprejudiced.
This is sometimes relatively difficult, at least not easy because if you want to be successful in the conclusion you have to work temporary against your own feeling. It is simply because all that is against your own feeling is good for the feeling of others.
A simple example is the representative who scolds his employees in the morning. This is certainly against the feeling of his employees but he feels better after.
This is why you should have this recognition in the beginning:
The seller has to work in the first place for the feeling of the customer as the decision to buy is made partly in the customer´s sub consciousness. So to say the decision is made emotionally by the customer.
You will read more about it in the corresponding lessons of our newsletter. We don´t only want to offer you an improved sales method but also a way how to win over new customers. You will also learn that you can plan your exact turnover in advance.
Methods of selling and the dependence on the particular economy (1)
Let´s have a look at the possibilities which exist to sell and also their dependence on the particular economy.
Why do you ask?
Well, it´s interesting to know which possibilities we have and when we know something about the particular economical dependence, we can act accordingly; that means the following:
To make our business cyclical!
That is important if we also want to actualize our target planning. We come back later to it.
A-Trade
Since the beginning of time, most turnovers have been made in classical trade. Like this:
The customer enters a store. – It´s his own initiative. In that stores articles are on display for his requirements and can be purchased.
It doesn´t matter if this is a retail store or a wholesaler and which kind of advertising is used to get more customers.
It is just important that it´s the customer’s choice to visit the store.
On one hand it´s very easy for the seller because he doesn’t have to worry to win new customers. On the other hand, the consequences out of this can be fatal.
Certain influences of political nature can lead to the fact, that our potential customers rather save their money instead of investing it. He wants to have also money in hard times.
We have the same phenomenon when we have an economic slump, high unemployment rates or if there are international crisis.
I don´t have to explain that this is paradoxically. Only if there is consumption, there can be production. You can only defeat an economic crisis by buying more.
You just have to know, if the customer rather saves his money instead of spending it in our store, we can wait forever. The best advertising slogans, the most favorable prices or even cheapest which are really appetizingly! Well, our customer rather saves his money.
When the situation improved and he saved enough money, he is again prepared to spent money. We have waited for him up until this point of time.
Therefore we can see:
The classical trade is very much dependent on
the fluctuant economic situation.
This is why we have today a look at further varieties of selling
B-Direct Mail
Direct mail is a method of distribution which is not familiar to everybody under this name. We have all experienced it before.
Almost every day we find direct mail in our mail box, in which articles are offered on a sheet 1-4.
It doesn´t matter what kind of articles are offered, a bus trip, a paper weight, a feather bed or it’s a gold-plated bottle opener or a multi-function pair of scissors. The shipper puts up a legality which is:
1.73%
That means of 10,000 sent circulars 173 consignments come back – on average.
These products are extremely high calculated sometimes up to the tenth of the actual price for which they are sold in stores. Traders make very lucrative profits.
Two essential points are to be taken into consideration at this way of distribution if such an action is to be crowned with success.
a- There should be at least 2 but maximal 4 articles on each list b- The products offered should not exceed a sales value of €100.
Despite that, don´t get blinded by the astronomic profit margin because if you have a small yield of 1.73% there are extremely high costs for the advertisement. 10.000 flyers have to be printed and allotted for 173 orders. Don’t underestimate this factor!
Well-known companies also use this advertising strategy, for example Readers Digest or Time life. They connect it additionally with a lottery or with would-be valuable gifts. They do it in hope of increasing the yield of sales promotions. In our new era, the ADAC also uses this type of distribution for its various products.
The well-known promotional trips act to this model. The entrepreneur can exactly calculate how many leaflets have to be handed out to fill the bus.
The process of those sale trips is part of direct marketing. The seller starts with basic conversations and expects that 20-30% of the attendees order at the presentation of the goods.
We note:
Direct Mail is a form of distribution, which
depends on the economy.
Methods of selling and their dependence on the particular economy (2)
C-Direct distribution
Direct distribution is a classical method of selling which gains more importance for us. In the United States the share of direct distribution is bigger than for example in Germany, Switzerland or Austria.
Let´s have a look at the method: There is no store. The seller goes with a sample to the customer.
Products which are successfully distributed long-term in direct distribution are characterized by an above-average quality. It has to be like that as the business lives from recommendations, a high name recognition (for example: Vorwerk) (Vorwerk is a company for vacuum cleaners) and the direct distributor. The high price plays here no role. (It should be in trade like that too but many sellers have a panic fear of prices. The price is just a medium, a value of figures.)
It depends on each sector but an appointment is arranged with the customer by phone. It is unimportant for the rating of the sales channel. Generally, this method has a considerable advantage for all other channels of distribution.
If the seller is able to enter the customers house – his sanctum, his four walls (or an alternative appointment there), he definitely gets the order but only if he is good.
It is rather unusual, that the customer relegates the seller out of his house. The seller has all time and can attend to the conclusion conscientiously. Now the best part, the customer believes to be head and shoulders above the seller in his own domicile. But to think means to know nothing. The visitor holds the aces and can make use of those for his purpose.
In a department store it is exactly the opposite. The customer is in a better position because he can leave the store at any time and for any reason. Each seller who works in such a store had often to experience this. When he told the customer about the price, he was in a hurry. The customer won´t admit that the price is too high as he would lose face. No, the customer has the best excuses such as:
„ “I have to go because I have an appointment at the doctors but I will get in touch with you.”
He left and never came back.
Let´s have a look at the chances of success of a direct distributor with the help of figures of Vorwerk.
Products of Vorwerk are not very favorable but still, representatives of this company have an extraordinary success in direct distribution.
The team of sellers meets in the morning. Every seller gets an area. Ready go! The following situation depends on the rank of each seller:
5 × ringing the doorbell = 5 – 10 conversations
In this content 5-10 conversations merely mean that the seller spoke to this number of housewives and house husbands.
Now it depends all on the method of argumentation to highlight the necessity of a demonstration.
Result:
– 10 conversations = 3 – 5 demonstrations
By demonstrating the goods, the seller wants the customer to be desirous to have the product.
Therefore it is clear that this has to be an extraordinary product if not there is no chance for the seller to inspire his enthusiasm to own the product. To get the customer to make a spontaneous decision to buy, you have to inspire his total enthusiasm. To do so, the seller has to have an excellent argumentation method and he has to be persuasive.
If the requirements are coherent, the following interesting result can be seen
3 – 5 demonstrations = 1 – 4 sales
That means:
A good seller of the company Vorwerk gets four orders if the seller rings 50 doorbells, a bad seller only gets one order.
The agent knows already in the morning which sales target he will have and therefore he can plan his turnover beforehand.
It is also interesting to know that the figures of Vorwerk are constant despite little insignificant fluctuations.
That´s why we can say:
Direct distribution depends on the economic
situation
I do not want to take up the cudgels for direct distribution; I rather want to encourage the seller to have more appointments at the customers’ home. This has further advantages but we will come back to them during this course.
D - MLM = Multi Level Marketing