Selling is what you have to do to do what you want to do. In other words unless you are selling something to someone, you are just doing charity work. While this can be noble, it doesn't pay the bills. So what are you doing today to sell what you need to so that you can make what you want to?
The biggest challenge I find with new "sales" people is that they need to make a sale. AND IT SHOWS!!! Can you say desperate? The smell of desperation just flows off of these folks like a waterfall. They know they have to make a "sale" and push to get to it no matter what the prospect really needs.
This is painful to watch and leads to buyers remorse almost every time. Since most contracts have a 3 business day out clause, the seller or sales person leaves flying high. "Just closed a sale." Happy, whistling that happy sound and planning their next vacation. Three days later, BOOM! The buyer calls to cancell. They have thought it over, talked to their wife, partner, attorney etc... How can you prevent this from happening to you?
One way. Sell without selling. Yep thats right, you have to sell without selling. You must help the prospect make a good buying decision, not push them to make any decision (as long as they buy something). Your job as the sale professional is to presnt the best option and let the buyer make the right choice. If you have done this right, almost always... the deal will stick. In fact the real trouble is getting the buyer to change anything in the deal. They own it! It is theirs and they are moving forward with the deal.
In this blog I will be sharing ideas, thoughts and tips to help you to sell more and sell better (I know that's poor english, but... I don't care) Subscribe and one thing will happen. You will have more ways to be a better salesperson and the tools to be even more successful.
Learn more and get my book Selling for Geniuses at www.coachrick.biz
No comments:
Post a Comment