|
Invite Questions to Boost Your Sales
Invite Questions to Boost Your Sales Copyright 2004 Bob Leduc http://BobLeduc.com Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from many easy sales if you...
Jump Start Your Sales
Joint Ventures are becoming very popular these days. One of the most popular for the last 2 years has been Mark Hendricks "12 Days of Christmas". Each year a lot of folks give away their products just for the exposure, and your email address. But,...
Sales Lessons From the Election
Some problems must be solved early by Steve Waterhouse We are watching a very fundamental sales management problem played out in the Florida elections (this is not political!). It's called BLAME and it can destroy our sales organization from...
Stop Being a Salesperson
There is absolutely nothing wrong or immoral about being a salesperson. That being said, we have too many salespeople in sales organizations and not enough businesspeople. Salespeople tend to focus on themselves and the products and services they...
The Importance of Writing Good Web Site Sales Copy
The Importance of Writing Good Web Site Sales Copy Judy Cullins c. 2003 All Rights Reserved. Many small businesses fail because their owners don't pay enough attention to sales copy. Especially Online. The biggest mistake? Sales copy that doesn't...
|
|
| |
|
|
|
|
|
|
Do You Have to Be Aggressive to Make Sales?
A few weeks ago I was onsite at a company that had hired me
to train their sales team on how to stop using traditional selling
and start using the Unlock The Game™ sales approach.
After one coaching session, one member of the sales team came
up to me and said, "Ari, your approach makes complete sense --
but I'm afraid I'll lose sales if I stop being aggressive and start
being passive!"
Whenever I hear a comment like that, I want to scream, because it means
that the person just doesn't yet understand that removing pressure from
the sales process doesn't mean being passive!
But...I didn't scream. I took a deep breath and then explained that
Unlock The Game™ is the reverse of passive.
Rather, it's an active attempt to create pressure-free
conversations with prospects.
However, to do that we must eliminate behaviors and language that
prospects can perceive as "aggressive."
We all know what these are -- continual e-mail and voicemail "followups"
in which salespeople try to pin down the status of a potential deal --
is one common example.
The problem is that prospects react to aggressive, or perhaps we
should say "overaggressive" sales behaviors by withdrawing and evading us.
We could say that Unlock The Game™ actually takes the "middle ground"
between passive and aggressive by being authentically unassuming,
yet effective - and that this is the most stress-free and effective way to sell.
What do I mean?
I mean that you have to shift away from assuming
that every prospect is a fit for your solution.
It's sort of like the legal concept of "being innocent until proven guilty."
We can't afford to make any assumptions about "fit" until our
conversation with the prospect indicates that we've mutually
arrived at that conclusion.
The aggressiveness that turns off prospects sets in when you assume,
every time you pick up the phone, that you have a solution for them.
Your
tone of voice and language gives them that message long before
they've even had a chance to agree that they have a problem you might
be able to help them solve.
But if you can manage to find that middle ground of not assuming
anything while also communicating in a low-key, unassuming manner,
you'll discover a whole new effectiveness you could never have imagined.
Can prospects sense when you're assuming too much?
Sure they can -- because most of us have been conditioned to
present or talk about our solution as a way to engage prospects
so they'll reveal their problems to us.
But that logic is completely flawed, because when you launch
into your solution to someone who doesn't trust you yet, all you
do is allow them to pigeonhole you as a stereotyped "salesperson."
So how do you make this concept of being unassuming but effective a reality?
First, learn to start conversations by focusing 100 percent on
generating discussions around prospects' problems, rather than
pitching your solution the second you hear an opening.
Second, learn to begin those conversations by converting
the benefits of your solution into problems that your solution can solve.
Third, after you and your prospects have identified a problem or problems,
you can then engage in a discussion about whether fixing those
problems is a priority.
It's only at that point that prospects have finally given you implicit
permission to share your solution with them.
Jumping in with solutions prematurely will only land you back
in the trap of being perceived as "aggressive."
About the Author
With a Masters Degree in Instructional Design and over a decade of
experience creating breakthrough sales strategies for global companies
such as UPS and QUALCOMM, Ari Galper discovered the missing link that
people who sell have been seeking for years.
Visit
http://www.unlockthegame.com to get his free sales training lessons.
|
|
|
|
|
| Sales - Wikipedia, the free encyclopedia |
| Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ... |
| en.wikipedia.org |
|
| Sales Jobs .com Worlds Largest Sales Employment Site |
| Sales Jobs features thousands of sales jobs for sales professionals. |
| www.salesjobs.com |
|
| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
|
| Oracle Customer Relationship Management Solutions |
| Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ... |
| www.oracle.com |
|
| Sales and related occupations |
| Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ... |
| www.bls.gov |
|
| Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
| Sales Career Paths: This field offers many different options. ... Manage Your Sales Career: Get expert tips for developing your sales career and handling ... |
| sales.monster.com |
|
| Government Sales and Auctions: FirstGov.gov |
| Official site for information on all sales and auctions of government surplus property and assets. |
| www.firstgov.gov |
|
| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
| www.smei.org |
|
| GPO U.S. Government Bookstore: Main Page |
| Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
| bookstore.gpo.gov |
|
| Sales |
| Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ... |
| www.managementhelp.org |
|
| Sales Resource Center - Business Sales Web Site - Small Business ... |
| Sales resource center at Inc.com, small business sales and marketing information. |
| www.inc.com |
|
| Sales - Wex |
| Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
| www.law.cornell.edu |
|
| Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
| Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
| sales-marketing.careerbuilder.com |
|
| Compare prices for retail store sales at SalesCircular |
| SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
| www.salescircular.com |
|
| Sales Jobs in Canada - workopolis.com |
| Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
| www.workopolis.com |
|
| free online sales training articles, sales & selling processes ... |
| Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
| www.businessballs.com |
|
| Music Sales Group |
| Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ... |
| www.musicsales.com |
|
| Sales Autopsy |
| A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople. |
| www.salesautopsy.com |
|
| REALTOR.com: Real estate listings & homes for sale |
| REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
| www.realtor.com |
|
| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
| Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
| www.nationjob.com |
|