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You Can't Sell Anybody Anything… Until They Discover They Want It!
Written by: Andrew WallArticle Overview: Despite what most traditional sales trainers tell us, it’s very difficult to convince people that they want or need something that they're not already asking to buy. Our experiences at Sandler Sales Institute have demonstrated that when we try to force-sell our products or services, all we do is evoke feelings of defensiveness in our prospects. Unconsciously, the prospects "defend" whatever it is they already own or use. Under those circumstances, prospects won't make a "new" decision.
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You Can't Sell Anybody Anything… Until They Discover They Want It!
Despite what most traditional sales trainers tell us, it’s very difficult to convince people that they want or need something that they're not already asking to buy. Our experiences at Sandler Sales Institute have demonstrated that when we try to force-sell our products or services, all we do is evoke feelings of defensiveness in our prospects. Unconsciously, the prospects "defend" whatever it is they already own or use. Under those circumstances, prospects won't make a "new" decision.
The use of SSI’s Reversing techniques can lead prospects to "discover" that while a previous decision was a wise one, a "new" decision can also be beneficial. Be patient. Let your prospects "discover" a better way – and that your product or service is it.
A professional salesperson knows when to close the deal. The pro knows better than to pressure the prospect. People love to buy, but they hate to be sold. Consequently, the professional salesperson leads prospects to close to themselves. They do so by using a Sandler technique called Negative Reverse Selling.
How does it work? It’s simple, really. When the prospect nibbles, the salesperson lets out a little more line. Instead of moving toward the prospect’s interests, the salesperson moves away from it.
Consider this example of Negative Reverse Selling:
PROSPECT: I think I like what you're saying.
SALESPERSON: Interesting. Based on what you have been saying up until now, I would not have guessed you had any interest in my product. What did I miss?
See the subtle reverse? The loosening of the line? Instead of moving in for what looked like the obvious close, the salesperson gently moves away, all while setting the hook a little tighter. Now, watch the line tighten up as the prospect responds:
PROSPECT: Maybe you missed how I see your product solving my problem.
SALESPERSON: Great, but I’m still a little confused. Could you tell me more specifically just how you see the fit?
PROSPECT: Sure. I’ll use it by…
Do you see what's happening? The prospect is closing himself! What could be easier?
To sell like a pro, learn to set the hook only when you hear the prospect buy. Even then, one more gentle reverse won't hurt: "Mr. Smith, just what would you like me to do now?" When Mr. Smith speaks, the sale is closed. Now that’s exciting!
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Article Tags: circumstances, defensiveness, experiences, feelings, hook, professional salesperson, prospects, sandler sales institute, ssi, wise one
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About the Author: Andrew Wall RSS for Andrew's articles - Visit Andrew's website  Click here to visit Andrew's website   Hit Pay Dirt with Prospecting Letters Coach Dont Tell Prospecting with a Plan Manage Your Salespeople by Working Smart Negotiate Quotas Forming a Successful Sales Team |
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Your advantage over others
- Sell using your USP - unique selling proposition.
Why should people buy from you, instead of your competitors?
Think about it, why are you so great?
It may be a hard question, but finding the answer can multiply the effectiveness of any advertising or marketing activities you undertake.
Re: SEO...
- 1: Find the Best Keywords
2: Discover Your Competitors
3: Optimize Your Title
4: Optimize Your META Tags
5: Use Headings
6: Use Title and ALT Attributes
7: Nomenclatures
8: Create a Site Map Page
9: Include a robots.txt File
10: Install a sitemap.xml for Google MySQL/Oracle:
Re: When do entrepreneurs retire, if ever?
- Why would you ever retire when you love what you are doing?
Sell the business and start another one maybe - but retire - NEVER!
You should all read, The 4 Hour Work Week - By Timothy Ferris. He talks about building your business so that you can take mini 'retirement's throughout your life, instead of saving it all up for when you are old.
Great concept - what do you think??
Re: SES Toronto - Day 1!
- ...oh and even though it's 21 secrets, why do you have
[quote:1gz722fe]Tip #22: Use Your Thank You Page to Sell[/quote:1gz722fe]
on your blog?
Are you holding out on secrets or are you adding your own?
Hope to see you at the next conference!
Some online business suggstions debunked
- 2. Sell photos on stock photography sites
--- I tried this, couldn't even get in the front door. But then, I'm apparently a lousy photographer... However, if you do get in, I think you only get something like 25 cents a download...
8. Build services atop Amazon Web Services
---I've been an Amazon associate for a loooong time, selling books, and business has been lousy since the beginning. Nobody reads anymore...I do get a few DVD sales every now and again... but frankly I make much more money though Google Ads on my site.
It took several months for that to build up, but now as my website has more readers those ads are starting to pay off, whereas there's been no corresponding jump from Amazon ads on the same pages...
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