Telemarketing Speaker Identifies Five Ways Sales Are Lost In Translation

The best salespeople are great communicators. They know when to talk, how to listen, and above all, how to make their products and services sound appealing.

Less skillful sellers face a "Lost In Translation" problem. They're convinced they are offering value, but they aren't convincing anybody else.

Here are five ways you might be losing sales:

1.You need to get listeners involved in the act of purchasing. Purchasing is a process in which people persuade themselves to buy. They do this by asking questions and by translating our language into their own. For instance, the other day I cold called someone who chimed in, "I've been looking to invest in something like this." We focused on how he has purchased in the past, and the prices he has paid, revealing me exactly how to frame my offer.

2.Use the buyer's descriptors. I communicate for a living, but no one seeks out a Communicator. They do retain: keynote speakers, consultants, trainers, seminar leaders, coaches, and others.

3.Make sure you're timetables are compatible. I want to earn sales today, but theprospects that are showing interest may not be ready to hire me for a year. Instead of forcing them to conform to my expectations, I need to adjust to theirs.

4.How are they going to pay: In advance, upon delivery, after 30, 60, or ninety days? Do they feel they can avoid paying altogether because you have closed them based on an unconditional satisfaction guarantee? Dun & Bradstreet quipped: "The deal isn't made until the money is paid."

5.Who makes the next move? Lots of deals die silent deaths, each party thinking it is up to the other to act. Make sure that "I'll do this, and then you'll do that," the follow-up steps to be taken, are clearly understood by all

Follow these five pointers and you'll be "Speaking the buyer's language," while capturing a lot more sales.

Telemarketing Speaker Identifies Five Ways Sales Are Lost In Translation

By: Dr. Gary S. Goodman

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