7 Ways To Sell and Retain Your Integrity
7 Ways To Sell and Retain Your Integrity
Based on e-mails I continue to receive daily, the answer is a resounding "yes."
Eliminating traditional sales thinking and tactics does take effort, because the messages of the sales "gurus" you've read over the years can continue to bubble up in your mind, especially when you're in the sales process.
Despite your good-hearted intentions of helping others with your service or product, do these traditional "sales tips" still pop up in your mind?
• Focus on "closing" the sale and it will happen
• When you feel rejected, brush it off and get ready for more
• If a potential client says "no," it's your job to turn it into a "yes"
• When a potential client challenges your product or service, just sell harder
These ideas reinforce the traditional sales message that your only focus should be on pursuing the end goal of making the "sale," regardless of the personal toll it might take on you and your potential client.
It is possible to sell without compromising your integrity.
Here are seven suggestions:
1. Focus on the getting to the "truth" of your potential client's situation. You may or may not be a fit for each other, so focusing on the end goal of making the sale only derails the trust-building process. Without trust, you compromise integrity.
2. Eliminate rejection once and for all by setting realistic expectations and avoiding traditional sales behaviors such as defensiveness, persuasion, and over-confidence. If you're not trying to sell, you can't be rejected.
3. Stop "chasing" potential clients who have no intention of buying. How can you do this? Shift your mindset and boost your truth-seeking skills so that you can quickly, yet graciously, discern whether the two of you are a potential "fit" or not.
4. Avoid calling people "prospects" or even thinking about them that way. People are people, and when you label them in your language or your thoughts, you dehumanize them and the sales process. "Prospect" reinforces the notion that sales is only a "numbers game." Train yourself to think about "potential clients" instead.
5. Take the "cold" out of your cold calling. Don't start with "Hi, my name is... I'm with... We do...". When you begin a conversation by making it about you, instead of about the other person, you immediately cut off the possibility of opening a dialogue. Try the more humble approach of asking "Maybe you can help me out for a second," and keep in mind that you're really calling to help them solve their problems.
6. Don't try to "overcome" objections. Instead, determine whether the objection is the client's truth or not. Then you can decide whether to continue to open the conversation.
7. Avoid using "I" or "We" in your e-mail communications to potential clients. These words indicate that the focus of your communication is on satisfying your needs rather than solving their problems. This sets the wrong tone for a potential relationship.
To Your Success,
7 Ways To Sell and Retain Your Integrity - To learn more about this author, visit Ari Galper's Website.
Like this article? Share it with your friends
Making more sales while retaining your integrity -- is it possible to do both?
Based on e-mails I continue to receive daily, the answer is a resounding "yes."
Eliminating traditional sales thinking and tactics does take effort, because the messages of the sales "gurus" you've read over the years can continue to bubble up in your mind, especially when you're in the sales process.
Despite your good-hearted intentions of helping others with your service or product, do these traditional "sales tips" still pop up in your mind?
• Focus on "closing" the sale and it will happen
• When you feel rejected, brush it off and get ready for more
• If a potential client says "no," it's your job to turn it into a "yes"
• When a potential client challenges your product or service, just sell harder
These ideas reinforce the traditional sales message that your only focus should be on pursuing the end goal of making the "sale," regardless of the personal toll it might take on you and your potential client.
It is possible to sell without compromising your integrity.
Here are seven suggestions:
1. Focus on the getting to the "truth" of your potential client's situation. You may or may not be a fit for each other, so focusing on the end goal of making the sale only derails the trust-building process. Without trust, you compromise integrity.
2. Eliminate rejection once and for all by setting realistic expectations and avoiding traditional sales behaviors such as defensiveness, persuasion, and over-confidence. If you're not trying to sell, you can't be rejected.
3. Stop "chasing" potential clients who have no intention of buying. How can you do this? Shift your mindset and boost your truth-seeking skills so that you can quickly, yet graciously, discern whether the two of you are a potential "fit" or not.
4. Avoid calling people "prospects" or even thinking about them that way. People are people, and when you label them in your language or your thoughts, you dehumanize them and the sales process. "Prospect" reinforces the notion that sales is only a "numbers game." Train yourself to think about "potential clients" instead.
5. Take the "cold" out of your cold calling. Don't start with "Hi, my name is... I'm with... We do...". When you begin a conversation by making it about you, instead of about the other person, you immediately cut off the possibility of opening a dialogue. Try the more humble approach of asking "Maybe you can help me out for a second," and keep in mind that you're really calling to help them solve their problems.
6. Don't try to "overcome" objections. Instead, determine whether the objection is the client's truth or not. Then you can decide whether to continue to open the conversation.
7. Avoid using "I" or "We" in your e-mail communications to potential clients. These words indicate that the focus of your communication is on satisfying your needs rather than solving their problems. This sets the wrong tone for a potential relationship.
To Your Success,
7 Ways To Sell and Retain Your Integrity - To learn more about this author, visit Ari Galper'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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New Cold Calling and Sales Approach - Cold calling and sales guru and EvanCarmichael.com expert Ari Galper explains how the Unlock The Game sales approach can provide you with a framework for how to create trust over the phone when you are cold calling.
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