What’s your Attitude to Sales?
What’s your Attitude to Sales?
So here’s a question for you: What are the top three words that come to mind when I say ‘salesperson’? Yes, they’ve just popped right up there inside your head – just pause for a second right now…and write them down.
Who thought ‘pushy’, ‘arrogant’, ‘dishonest’ etc.? When I ask this question to groups of business owners, over 90% of the comments made are well…slightly on the negative side !
It’s no wonder then (if we have grown up with an internal belief system such as this) that many of us have a bit of an issue ‘selling’ to others. In fact, we try not to be all the things we believe salespeople are. So much so that we don’t make that second call back ‘just in case they think I’m being pushy’ or ‘I don’t want them to think I’m being arrogant’ or ‘I really don’t want to annoy them’. So consider this:
On average people buy after the SIXTH contact and most average sales people give up after the second or third call
Here’s another one to consider:
People HATE to be sold to but they LOVE to buy.
It’s true. We detest people who are openly selling to us. Why? Because we perceive that they’re more interested in what they are going to get out of the sale than they are about us!! (we think they’re just not listening to what WE want)
However, I personally love to watch, listen and buy from a good salesperson. A person who identifies my needs, guides me to purchase and gets me to feel great afterwards about purchasing their product. Like most of us deep down, I LOVE to buy.
So what’s the difference? A good salesperson believes passionately in their product and what it will give you. That when you purchase their product you will feel great too. It will give you something that will make your life just that little bit more exciting / easier etc.
So if a good salesperson is not openly selling to you, what are they doing?
They’re asking the right questions to help you to make a decision to buy.
That is one of the keys to great selling. Firstly build lots of Rapport. Then help your prospect make the decision to buy. Then provide lots of follow up after the sale.
Why would we provide lots of lots of follow up afterwards?
Because, on average, it is TEN times more likely that someone you have sold something to before will buy from you again in the future IF (and this is the important bit) you keep in touch.
So consider the following:
1) What is your current belief system around sales? If you have a team within your business, what about them?
2) How quickly do you ‘give up’ in the sales process? The second or the third call? What are you thinking that the prospect is thinking when you decide not to pursue the sale further?
3) Just how much do you believe in yourself and your products? Just how passionate are you?
4) Just what is your sales conversion rate from prospect to client right now?
5) What are the top three things you can do right now to improve your current sales level by 10%?
Happy Selling,
To Your Success,
Mike Yates
Whats your Attitude to Sales - To learn more about this author, visit Mike Yates's Website.
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I love the game of sales. In fact I am fascinated by people’s traditional beliefs on sales and what it means to them. One of the most common areas of challenge that I come up against time and time again when working with business owners and business groups revolves around the basics of ‘getting business through the door’ which is an absolutely critical area of any business. This is determined by the business owner’s (and their respective teams) beliefs around the area of sales.
So here’s a question for you: What are the top three words that come to mind when I say ‘salesperson’? Yes, they’ve just popped right up there inside your head – just pause for a second right now…and write them down.
Who thought ‘pushy’, ‘arrogant’, ‘dishonest’ etc.? When I ask this question to groups of business owners, over 90% of the comments made are well…slightly on the negative side !
It’s no wonder then (if we have grown up with an internal belief system such as this) that many of us have a bit of an issue ‘selling’ to others. In fact, we try not to be all the things we believe salespeople are. So much so that we don’t make that second call back ‘just in case they think I’m being pushy’ or ‘I don’t want them to think I’m being arrogant’ or ‘I really don’t want to annoy them’. So consider this:
On average people buy after the SIXTH contact and most average sales people give up after the second or third call
Here’s another one to consider:
People HATE to be sold to but they LOVE to buy.
It’s true. We detest people who are openly selling to us. Why? Because we perceive that they’re more interested in what they are going to get out of the sale than they are about us!! (we think they’re just not listening to what WE want)
However, I personally love to watch, listen and buy from a good salesperson. A person who identifies my needs, guides me to purchase and gets me to feel great afterwards about purchasing their product. Like most of us deep down, I LOVE to buy.
So what’s the difference? A good salesperson believes passionately in their product and what it will give you. That when you purchase their product you will feel great too. It will give you something that will make your life just that little bit more exciting / easier etc.
So if a good salesperson is not openly selling to you, what are they doing?
They’re asking the right questions to help you to make a decision to buy.
That is one of the keys to great selling. Firstly build lots of Rapport. Then help your prospect make the decision to buy. Then provide lots of follow up after the sale.
Why would we provide lots of lots of follow up afterwards?
Because, on average, it is TEN times more likely that someone you have sold something to before will buy from you again in the future IF (and this is the important bit) you keep in touch.
So consider the following:
1) What is your current belief system around sales? If you have a team within your business, what about them?
2) How quickly do you ‘give up’ in the sales process? The second or the third call? What are you thinking that the prospect is thinking when you decide not to pursue the sale further?
3) Just how much do you believe in yourself and your products? Just how passionate are you?
4) Just what is your sales conversion rate from prospect to client right now?
5) What are the top three things you can do right now to improve your current sales level by 10%?
Happy Selling,
To Your Success,
Mike Yates
Whats your Attitude to Sales - To learn more about this author, visit Mike Yates's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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