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• W243072845 abstract "Selling is the promotion to acceptance of a concept, idea, service or product. It is not an event but a process. Good sales people are goal orientated and success motivated. Success is a purchase agreement with the customer's signature, and there is a mutually agreed manner of payment if the sale is for a product or service. process is measured by the willingness of both salesperson and customer to do business again. Rural electric cooperatives have great people but very few great salespeople. past never necessitated their presence, but the future will. Cooperatives need to now. They need to concepts, ideas, services and products. Conceptually, cooperatives need to the philosophy that they will be a viable competitor in an open market. If your cooperative has joined Touchstone, you have invested in a marketing concept which requires selling. Examine this excerpt from Touchstone's position statement. The Touchstone Energy brand, a concept and a promise that we are consumer-driven businesses, provides a meaningful declaration to the public of who we are, what we believe and why we are the superior choice for energy services. Think carefully about the choice of words used: concept, promise, believe and choice. Selling is the promotion to acceptance of a concept, idea, service or product. Touchstone indeed asks for every cooperative employee to sell this concept and to do it with belief. If you are not a Touchstone partner, you have or you will enter into a marketing alliance or partnership which will require conceptual selling. Customers become keenly aware of your beliefs and your commitment. They sense in your voice inflection and in your mannerisms whether you truly believe in your position. following is an excerpt from the book Guerilla Selling, Jay Conrad Levinson, Bill Gallagher, Ph.D., and Orvel Ray Wilson, authors. Building Credibility Guerrillas know that, ultimately, buying is an act of faith for the prospect. decision depends on whether they believe in the product and the salesperson. Even though the process occurs unconsciously, there are four C factors that affect credibility. 1. Consistency first factor people weigh is prior experience. Have you been consistent with them in the past, and how so? If you tell someone that you're putting the information in the mail today, then it's important that you do just that. If you've been nasty to a coworker and decide to butter them up a bit because you need a favor, they'll be suspicious from the first kind word you utter. Guerrillas are consistent. 2. Credibility second trust factor for a guerrilla is credibility. What story are you telling your audience? Think about the way you'll be introduced and the story you'll tell about yourself. Guerrillas never exaggerate. 3. Congruency third trust factor is congruency. Do all the pieces of your story and image fit together with your identity? You'd be suspicious of someone driving an expensive sports car and wearing rags. Given an incongruent message, people are far more likely to believe the nonverbal components of the message: your posture, voice tone, inflection, and so on. 4. Common ground You can also build trust by establishing a common ground. This is a very powerful rapport builder. When you're away from home, have you ever noticed how you feel when you see a license plate from your home state? You spontaneously feel something in common with these people. Try to discover some small thing you share in common with every prospect. Even something trivial will do, but it's especially effective if you share a common interest. Ask where they're from, or where they went to school. Are they sports fans? Do they have a special skill or hobby, or a favorite charity? To arouse prospects' interest, guerrillas talk about what prospects are most interested in - themselves. …" @default.
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• W243072845 date "1998-03-22" @default.
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• W243072845 title "Selling Your Cooperative" @default.
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