How You May Be Losing Sales Because You Are Pushing Your Prospects Instead of Letting Them Pull You
Many selling professionals work on honing their sales skills within their sales approach such as:
- Fact Finding
- Asking open-ended questions
- Separating stalls from objections
- Delivering a dynamic presentation
- Earning the commitment (what others call closing)
Through out this process, these fine folks are probably doing a lot more pushing instead of letting their potential qualified customers (a.k.a. qualified prospects) pull them in. The end result is that they are probably losing a lot more sales than they need to be. Let me explain.
Imagine for a moment you are holding one end of a 3 foot long rope and the other end is being held by your potential qualified customer. So you push on the rope with your fancy sales skills and what happens? Probably nothing to next to nothing.
Now what would happen if that person who you really want as a client would pull you closer to her or him? By that qualified potential customer taking the action suggests that he or she is truly interested and wants to learn more. This also implies that an established or beginning relationship exists because people only pull those who that know and want to know better.
Recently when speaking with Jonathan Farrington who shared that he had been approached by a major publisher of business books, I made this observation. Jonathan received a call out of the blue from this major publisher who asked him to write a book to be published by them. What is so cool that Jonathan did not even solicit this publisher. He was unaware that he was holding the end of the rope. Also, he did not know that he had established a relationship with this organization. Given that he has demonstrated sales success with his TopSalesExperts.com website and his blog, this publisher was convinced that Jonathan was the right person to approach. The beginning relationship had been established.
To increase sales demands that those in the selling arena stop pushing so hard and to allow being pulled in. Of course, this may affect the sales cycle time. Hence, this is why knowing all statistics involved within your sales activity is critical.
In today's economy, now more than ever, people want to have confidence in the people that they buy from. Sure, low price may lose you an order once in a while, but when you are committed to developing strong relationships and working your sales action plan, you will find yourself being pulled in far more often. The results will be a more effective sales approach, increase sales, improve customer loyalty and lower costs.