| Plexus Consulting Group | Articles by Plexus Authors | ||
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Selling Skills Will Excite Volunteers |
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Anyone in association development and operation must have selling skills.
The same skills that make a successful salesperson will also lead to
successful association operations as well as attracting enthusiastic
volunteers.
Basic principles of selling apply: Understand why people buy, whether it's a product, service or membership in an association. People buy, among other reasons, for personal pleasure, to enhance their image, for self-improvement, to receive approval, to reduce problems or worry, for profit or gain, to save or make money, for prestige and to make a good impression. Know the members' and potential members' needs and expectations, and then provide those things. Use the "FAB" selling technique for promoting volunteerism. "F" is the unique Feature provided; "A" is the Advantage that Feature provides; and "B" is the Benefit. Thoroughly understand the "F" and "A" but sell the Benefits! Realize there is a lot of psychology involved in successful selling. Selling is based on what is in the customer's (member) best interest and will provide customer satisfaction. So, improve your sales skills to increase the numbers of committed volunteers. The experienced salesperson will: Should you do any less? B. J. Shannon and partner Edie Shannon, principals, Global Concepts Ltd., Scottsdale AZ, have traveled the world assisting people with strategic planning and instilling a sense of volunteerism in cultures where the concept is new. 480/585-6558. |
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Reprinted by Permission
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