subject: How Can You Cut Loose From Old Sales Thinking [print this page] How do your selling behaviors change if you change your thinking of selling? The sale is a new mindset to the mindset of sales. Always start with a field of strong sales growth to stop sales pitch. Compared to sales pressure led the rejection hidden. The elimination of sales pressure, and you will never experience rejection. Odds ratios have never hunt. If prospects challenge the value of the product or service, and to defend yourself and explain its value. This only creates more sales pressure.
Whatever the product or service you sell, you should be able to communicate with his dilemma.
sale and obsolete skills unable to answer this fundamental question of how we think about the sale, and unless we get to the bottom and change it once and for all, we will go on fighting against behavior-selling itself.
, and we continue to believe that we are always one new sales technique away from the breakthrough we are looking for.
thinking and new results =
Perhaps it's time for a different approach. Maybe we need to analyze our thinking and identify why we do not do more sales.
and take a look at the table below and think about the mentality of selling your current.
behavior and how it will be selling your own change if you change your thinking of selling?
and mentality of sales based on sales is a new mentality
and 1. Always start with a field of strong sales growth to stop sales pitch. Start a conversation.
and 2. Your goal is always to close the sale of your goal is always to discover whether you and your prospect is appropriate.
and 3. When you lose the sale, it is usually at the end of the sale. When you lose a match of the sale, it is usually at the beginning of the sale.
and 4. Rejection is a normal part of the sale, so get used to it. Compared to sales pressure led the rejection hidden. The elimination of sales pressure, and you will never experience rejection.
and 5. The continued pursuit of prospects until you get a yes or no. Odds ratios have never hunt. Instead, we get to the truth of what if there were appropriate or not.
and 6. When prospects offer objections, challenge and / or face. And over the objections of expectations and validate them and reopen the conversation.
and 7. If prospects challenge the value of the product or service, and to defend yourself and explain its value. Property never defend yourself or what you have to offer. This only creates more sales pressure.
and we will look more closely at these concepts so that you can begin to open the current sales thinking and become more effective in your marketing efforts.
and 1. Stop the sales pitch. Start a conversation.
when you call someone, did not begin with a thumbnail view for yourself, your business, and what you have to offer.
Instead, start with a communication that focus on the specific problem that the product or service solves. For example, you can say "I'm just calling to see if you are open to different ideas about preventng accidents married your computer network?"
Note that
and you do not pay a solution with this opening sentence. Instead, you are dealing with the problem that, depending on your experience in your field, and you think they might have. (If you do not know what problems the product or service solves, do a little research by asking why existing customers purchased your solution.)
and 2. Your goal is always to discover whether you and your prospect is appropriate.
If you let go of the attempt to close the sale or get the appointment, you will discover that you do not have to take responsibility for moving forward with the sale.
and simply focus on the problems of your conversation that can help you in the prospects of a solution, and not jump the gun by trying to advance the sales process forward, you will discover that expectations will give you the direction you need.
and 3. When you lose the sale, it is usually at the beginning of the sale.
If you think you're losing sales because of the mistakes you make at the end of this process, and examine how the relationship began. Do you run on the ground?
Is
used traditional sales language ("We have the solution you really need" or "others in your industry have bought our solution, you should also consider")?
Language and traditional sales lead prospects to label you with the negative stereotype of "salesperson". This makes it almost impossible for them to connect with confidence or to be honest, open conversation about the problems we're solving and how they may be able to help.
and 4. Hidden sales pressure causes rejection. The elimination of sales pressure, and you will never experience rejection.
Rejection does not lead
prospects. You - when you say something, and it can be extremely prudent, cause a defensive reaction from your prospect .
and yes, what you say.
you can eliminate rejection forever simply by giving the hidden agenda of hoping to make a sale. Instead, be sure that everything you say and do stems from the basic mindset that you are here to help in the identification and prospects to solve their problems.
and 5. The prospects of prosecution. Instead, we get to the truth of what if there were appropriate or not.
Hunting is always a possibility
and is considered normal and necessary, but it is rooted in the macho selling that "if you do not keep hunting, you give up, which means that you fail." This is the error of death.
Instead, ask your prospects if they want to be open to connecting again at a given time and date so you can avoid all the phone game card
and 6. When prospects offer objections, validate them and reopen the conversation.
and more traditional sales programs spend a lot of time focusing on "overcoming" objections, but these tactics only create more selling pressure.
and they also keep you from discovering or knowing the truth behind what they say your expectations.
and you know that "we do not have the budget", "Send me information," or "Call me again in a few months," and polite evasion designed to help you on the phone . Stop trying to objections against. Instead, he turned to reveal the truth by replying: "It's not a problem." Regardless of the objection, and the use of gentle, dignified language that invites prospects to tell you the truth about their situation without feeling that you use to press for the sale.
and 7. Do not defend yourself or what you have to offer. This only creates more sales pressure.
When prospects say, "Why should I choose you over your competitors?" instinctive reaction is to defend your product or service because you think you are the best option, and want to persuade them to do. But what happens in their minds at this point?
Something like, "This 'salesperson' is trying to sell me, and I hate feeling like I'm I'm sold."
Stop
and defend yourself. In fact, comes right out and tell them you do not want to go to try to convince them of anything because that just creates selling pressure. Instead, ask them again on the main problems we are trying to solve.
and then explore how your product or service might solve those problems. Waive persuade. Let prospects feel they can choose you without feeling sold.
as soon as you can abandon traditional beliefs that all sales were subject to, and the sooner you will feel good about selling again, and start seeing better results.
