You CAN Sell - 10 Steps to Break Through Sales Resistance
You CAN Sell - 10 Steps to Break Through Sales Resistance
The critical shift in perspective that will begin to turn your sales resistance around is this - be yourself, and ALWAYS be true to your values. Being a good sales person never means selling out on what's truly important to you and your brand.
Think of it this way - each opportunity to sell is the beginning of a relationship. After you confirm the sale, and have delivered what you promised, you have built a new, mutually beneficial relationship. That means - a relationship that goes both ways. Not only do you have a new source of revenue, your customer has gotten their needs met as well. Why is it so easy to forget that selling your product or service to someone who actually NEEDS it is a good thing?
We all know the hardest part of learning something new, or recommitting your energy to something important is getting started. Here are 10 steps to follow as you begin to train yourself to embrace rather than resist sales. Why not get started today?
Believe in what you are selling. If you don't believe your product will make the customer's life better, you need a new product to sell. If you can't tell your prospect why they need your product you can't sell it.
Know your product. Know why your product is different than others in the same industry. Know all the technical, physical, emotional, and cognitive differences between your product and everyone else's who competes in the same industry. Know everything about your product in detail.
Know the other products in the industry. In order to help the prospect make a good decision, you must be able to honestly discuss the other options in the market.
Make the right contact. Don't waste time talking to the receptionist, clerk or the assistant, when they can't make a purchasing decision. Ask enough questions to make sure you are talking to the right person. Go higher up the organizational chart, rather than lower. Someone higher on the food chain can influence someone lower on the chain. It will rarely happen the other way around.
Ask Questions. You have to have a conversation with each prospect. You have to determine if your product will help them or their customers, or enrich their lives, or solve a problem that they have, or not. Ask questions that will uncover their needs and wants. Provide information about your product that will help them decide how your product or service may help fill the stated needs. (The needs will have been stated if you asked the right questions). Don't be afraid to acknowledge gaps in your knowledge regarding their specific needs or situation. Telling the truth and sincerity is critical in any healthy relationship.
Propose a Solution. If you have the product that may be right for the prospect explain how your product or service will specifically solve a problem or handle a need.
Don't be afraid of objections. If your prospect has no questions or objections, it may be too good to be true. If they don't seem to have any, encourage them. You need to find out what their concerns are, and if you can satisfy them, do so. If they have too many concerns, you may not have the product for them at this time. This is ok. And also remember, they may not be your customer today, but if your treat them the way you want to be treated, with respect and with truth, they will be your customer some day.
Confirm the Sale. Don't focus on "Closing the Sale". This term indicates the end of a process. Confirming the sale actually indicates the beginning of a long term relationship in which you will be continually making a positive impact on the customer's life. You will be solving problems, providing great service, and helping them grow their business, or enriching their lives. It is the beginning of a relationship which will be built on trust, respect, and mutual rapport.
Deliver. Often the sales process is thought of as "finished" with the confirmation of the sale. However, as discussed above, the "order" is only the beginning of the relationship. And there is no sale if the is no delivery. You must provide what you said you would provide, and it better show up the way you said it would show up.
Follow Up. This is often more difficult than the initial sale. Now is where you find out how your client likes your product or service. Now is the time to discover any problems the customer may have, AND FIX IT. Hopefully, this is the place to begin the repeat business and/or get referrals to new prospects.
It's YOUR life...imagine the possibilities!
You CAN Sell 10 Steps to Break Through Sales Resistance - To learn more about this author, visit Helaine Iris's Website.
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I hear it all the time. "I hate selling". It seems most small business owners would rather clean the toilet than focus on selling for their own business. While it's an understandable resistance it's not acceptable IF you want to make money. Chances are you didn't start your business to become a sales person, but - as reality dictates, this is a skill you must develop in order to be successful.
The critical shift in perspective that will begin to turn your sales resistance around is this - be yourself, and ALWAYS be true to your values. Being a good sales person never means selling out on what's truly important to you and your brand.
Think of it this way - each opportunity to sell is the beginning of a relationship. After you confirm the sale, and have delivered what you promised, you have built a new, mutually beneficial relationship. That means - a relationship that goes both ways. Not only do you have a new source of revenue, your customer has gotten their needs met as well. Why is it so easy to forget that selling your product or service to someone who actually NEEDS it is a good thing?
We all know the hardest part of learning something new, or recommitting your energy to something important is getting started. Here are 10 steps to follow as you begin to train yourself to embrace rather than resist sales. Why not get started today?
Believe in what you are selling. If you don't believe your product will make the customer's life better, you need a new product to sell. If you can't tell your prospect why they need your product you can't sell it.
Know your product. Know why your product is different than others in the same industry. Know all the technical, physical, emotional, and cognitive differences between your product and everyone else's who competes in the same industry. Know everything about your product in detail.
Know the other products in the industry. In order to help the prospect make a good decision, you must be able to honestly discuss the other options in the market.
Make the right contact. Don't waste time talking to the receptionist, clerk or the assistant, when they can't make a purchasing decision. Ask enough questions to make sure you are talking to the right person. Go higher up the organizational chart, rather than lower. Someone higher on the food chain can influence someone lower on the chain. It will rarely happen the other way around.
Ask Questions. You have to have a conversation with each prospect. You have to determine if your product will help them or their customers, or enrich their lives, or solve a problem that they have, or not. Ask questions that will uncover their needs and wants. Provide information about your product that will help them decide how your product or service may help fill the stated needs. (The needs will have been stated if you asked the right questions). Don't be afraid to acknowledge gaps in your knowledge regarding their specific needs or situation. Telling the truth and sincerity is critical in any healthy relationship.
Propose a Solution. If you have the product that may be right for the prospect explain how your product or service will specifically solve a problem or handle a need.
Don't be afraid of objections. If your prospect has no questions or objections, it may be too good to be true. If they don't seem to have any, encourage them. You need to find out what their concerns are, and if you can satisfy them, do so. If they have too many concerns, you may not have the product for them at this time. This is ok. And also remember, they may not be your customer today, but if your treat them the way you want to be treated, with respect and with truth, they will be your customer some day.
Confirm the Sale. Don't focus on "Closing the Sale". This term indicates the end of a process. Confirming the sale actually indicates the beginning of a long term relationship in which you will be continually making a positive impact on the customer's life. You will be solving problems, providing great service, and helping them grow their business, or enriching their lives. It is the beginning of a relationship which will be built on trust, respect, and mutual rapport.
Deliver. Often the sales process is thought of as "finished" with the confirmation of the sale. However, as discussed above, the "order" is only the beginning of the relationship. And there is no sale if the is no delivery. You must provide what you said you would provide, and it better show up the way you said it would show up.
Follow Up. This is often more difficult than the initial sale. Now is where you find out how your client likes your product or service. Now is the time to discover any problems the customer may have, AND FIX IT. Hopefully, this is the place to begin the repeat business and/or get referrals to new prospects.
It's YOUR life...imagine the possibilities!
You CAN Sell 10 Steps to Break Through Sales Resistance - To learn more about this author, visit Helaine Iris'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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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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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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