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A Simple Approach to Improved Sales Stop Telling to Get More Selling
Written by: Leanne Hoagland-SmithArticle Overview: Between the global market place and the Internet, the opportunities and the obstacles for today's sales person have exploded. Yet, many sales people haven't adjusted their sales approach to capture these incredible opportunities. Maybe now is the time to rethink your sales approach and embrace a new belief.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
A Simple Approach to Improved Sales Stop Telling to Get More Selling
During a sales presentation, one of my colleagues made the statement "if you are telling you ain't selling." These wise words started me thinking about selling from an entirely different perspective.
When sales people stop telling and start listening, they can begin to separate the suspects from the prospects. Depending upon your sales cycle (the time from the first contact to the actual closing of the sale), removing wasted time is another benefit when changing your approach to double your sales results.
Now that you know your have a prospect (someone who has a need) you can sharpen your listening skills to hear what is not being said. As you ask more open ended questions and probe for your prospect to begin to share all of his or her challenges (what some sales experts call pain), you are actually facilitating a dialogue where you are building a relationship. During this rapport building conversation, the focus is on the prospect and off your services or products.
As the conversation continues and this may be over the course of several meetings, your goal is to demonstrate the measurable results that you bring to the table not the products or services that you are selling. Remember, there are at least 100 people standing on the same corner, wearing the same clothes and selling the same "stuff." So if you take the traditional approach to selling by telling, you are now even more like everyone else.
By changing your belief and focusing on the results that you deliver for your clients, you have made yourself stand out away from the crowd. As the old adage goes, "No one likes to be sold, but everyone loves to buy”:works with this new sales belief. Maybe it;s time to listen to Madison Avenue from "It's so clean it squeaks" to "Finger licking good" and start looking at the results instead of your product or service.
Copyright 2006(c) Leanne Hoagland-Smith, M.S. www.processspecialist.com
Improved Sales Training Stop Selling Your Products and Start Selling Your Results to Get Customers
Attitude
Dead Silence From Your Prospect: The Worst Sound Of All
EMPATHY SELLING
Sell Don't Tell
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Leadership Assessment Business Building Check List |
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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- Good advice, Terrycan!
Simple but necessary.
Decide your market first
- Stop for a second and decide exactly who it is that you want to sell your product to.
Once you've done this you'll have a far better idea of where to find them and what it is that they're interested in
Cheers
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