---

Guest post by: Leanne Hoagland-Smith Become an Author

Tweet

---

---

Usually the sales experience involves at least 2 people who are in one of two roles:

Seller
Buyer

Physically, these two individuals either stand face to face or sit face to face with some barrier of either space or desk between them. This barrier needs to be removed if the goal is to increase sales by more sign ups on the bottom line.

A quick way to remove this barrier is to change your role as the seller. To do this requires you to change your belief because behaviors do not change by themselves. Beliefs must change first. By changing your belief you will then and only then change your behaviors.

The belief to be changed is that you are no longer the seller of products or services, but rather an assistant to the buyer of your products or services. In this new role, as assistant buyer, what behaviors do you think will be involved?

First, the behavior of focus now changes from you to the buyer. You now must leave your ego at the door.

Second, you must hone your listening skills. Some may call these skills, active listening, and truly reflect our ability to empathetic. Active listening includes:

Being present
Having an open mind
Listening for agreement (common ground)
Listening to clarify
Listening for emotions
Listening to legitmize
Listening to remember
Watching body language (if a face to face interchange is happening)

These skills demonstrate that we as the assistant to the buyer are committed to helping our prospective buyer.

Finally, we must know our values – those non-negotiable behaviors we will always demonstrate.

When we change our beliefs about our role within the buying/selling process, our behaviors will also change. As these behaviors continue to demonstrate that our goal is to assist the prospective buyer, we shall see business sales increase. And, as these relationships develop, referrals will also increase leading to more sales.

Related Articles

  Sales Executives Need to be Coaching their Sales Managers
  Sales Coaching - The Big Differentiator
  How Voice Mails Can Increase Marekting and Sales Results
  You Can Win More Sales by Accepting & Working with Change Than Denying It
  Top 20 Reasons Why Sales Managers Suck at Coaching
  The Pen is Mightier than the Sword
  Top 5 Sales Management Best Practices
  Increase Sales by Selling Sustainable Solutions that Deliver Measurable Results instead of Benefits
  Would you benefit from someone really being there for you?
  Empower your Sales people with the right Sales Coaching Process!
  Why you need Sales Training to Succeed in Business
  Dramatically Increase Sales Conversion Rate Using Education Based Marketing
  Coaching Training Part 2: The Sale Performance Equation to Excellence
  Sales Coaching - Are Sales Managers Any Good at This Function?
  Increase Sales By Adopting Superman Or Superwoman Sales Beliefs
  Effective Sales Coaching Practices - Part 2
  Start Managing Using Your Sales Team’s Talents & Stop Focusing on Their Weaknesses
  Sales Coaching is Like Baseball - How Do You Rate?
  UK Sales Coaching For Sales Managers - A 60 second tool
  How to Win More Sales Is by Knowing Where to Find the Best Help

Related Forum Posts

Online Sales and Marketing vs Traditional
Re: Online Sales and Marketing vs Traditional
New Small Business Topic
Hello From Marietta GA!
taxes in canada

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

How to Increase Employee Productivity?

Life is a Balancing Act!

Strategic Thinking for Leaders

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.