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The Sales Phobia That Kills Bottom Line

Guest post by: Alex Pirouz

Article Overview: When it comes to closing a sale the most important ingredient is being comfortable in taking the order. Too many sales people get nervous or are fearful that the customer will say no. What’s the point of being in sales if you’re not comfortable in taking the order?

The Sales Phobia That Kills Bottom Line

Throughout my time in sales I have come across a lot of salespeople who are absolutely great at building rapport, and getting the client to a point of wanting to buy, but for some reason feel uncomfortable in closing the sale or taking payment. It might sound silly, but I guarantee you there are salespeople out there with what I call Sales Phobia. In fact, you may know someone or come across someone with that phobia throughout your own time in sales.

The worst part of this is the fact that because they feel uncomfortable about projecting the wrong image to customers, the customers in turn perceive and feel this level of discomfort.

Stop and think of it this way; if a salesperson is uncomfortable in taking the sale, then why should the client be comfortable in making the payment? In my view there are two main reasons why this happens:

• Doubt: Not sure if they have done a good enough job in selling the product/service.
• Fear: Fear that the customer won’t buy, and of getting rejected.

There are many ways on how you can handle both doubt and fear. If you are doubtful, all you need to do is pick up the phone and contact some previous clients and ask them reasons why they purchased from you. This will give you the confidence and insight necessary to know how to connect with all new clients.

Now the best way to eliminate fear of rejection is to dissociate yourself from the sale. Don’t put your focus on selling, remember perception is projection. When speaking with clients have a focus on service and adding value rather then trying to make a sale.

Doing this will help you build rapport, trust and loyalty with customers which in turn will increase your success rate and increase revenue for your organisation.

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Article Tags: advisory, Alex Pirouz, Building A Business, business, Business Advice, Business Consultant, Business Sales, Business Strategy, cash, Consultant, Entreprenuer, increase, Internet, Lead conversion, Leads, Making Money, Marketing Strategies, online, online business, Online Sales, performance, revenue, sales, Sales Expert, Sales Force, Sales Leads, Sales Secrets, Sales Team, Sales Training, Strategy, Tele Sales



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