People sell how they buy

People sell how they buy

People sell how they buy explains one of the problems frequently encountered in sales training. Salespeople do miss elements or have blind spots in the sales process based upon what they feel sales is and is not.

There are 3 components to the understanding this process:

  1. The sales training and knowledge the salesperson has will influence the sales process
  2. The personality and or beliefs the salesperson holds about sales in general can make or break the sales process
  3. How salespeople make purchases in their own daily life influences their ability to sell and overcome objections.

These three items combined do play into the action salespeople make when they are out in the field selling. The people sell how they buy idea is much more than just a few concepts placed together. Salespeople are largely rules by the three ideas about selling style and abilities listed previously.

Sales trainers for the most part treat sales training as a one size fits all event and then wonder why they are not able to get the same results for everyone.

 

The focus on people sell how they buy

Most sales training does not take into account asking salespeople what their buying style is or what they do.

The average sales trainer will bring students into a room and start presenting without having any idea the style needed to present to.

There are really three styles of buyers and they will be introduced as well as the main underlying factors of people sell how they buy.

Your buying style is your selling style

Sales training can only take salespeople so far. There are all sorts of great techniques and strategies to employ while out in the field it may be tough to choose from all of them.

One of the underlying causes of most salespeople’s failure is they revert back to their own buying style. A salesperson buying style tends to become their selling style.

In other words, people sell how they buy or you sell how you buy.

As an example if a salesperson struggles with being put under pressure they will have a tough time pressuring the buyer.

A salesperson who likes short presentation will tend to give a short presentation.

A salesperson will sell their product how they would buy or they say what they would like to hear if in the buyers’ shoes.

Your own buying process has more to do with your sales process than you could ever imagine.

Many times salespeople will enroll in great training only to discard the parts of the process because they are uncomfortable to their own buying style. There is a mismatch of sorts for their comfort zone and the strategies they could use.

For the most part what is uncomfortable for a salesperson typically isn’t performed or thought about. These processes may be role played with a sales manager or trainer but in the real world they are discarded and not used. Salespeople role play how they sell in the real world. Its not uncommon to hear a salesperson say “I don’t do that in the field” but they do.

You play how you practice and you practice how you play, this is true in sports and in sales as well.

Salespeople may have a belief of what sales is and they may be wrong. Sales may be a fable in their mind meaning they think they know what sales it but they do not. Doing the same process over and over again can hurt salespeople because they get bored and want to change the process.

It is easy to want to do a short presentation and hope the other person will make the purchase. The truth is every sales call takes time and effort in order to close the deal. Whatever you miss up front will have to be made up somewhere else.

Your greatest enemy in the sales process is your selling style if you are uncomfortable in any aspect of selling. This is also true if there are parts of the sales process you do not care for.

The sales process you will use does echo your own buying style and this can work for you or against you.

Not all buyers are the same and neither are salespeople. It is easy to be a Monday morning quarterback when it comes to breaking down a call but are you really comfortable with your sales process or do you leave aspects out?

Training elements of people sell how they buy

Watching sales training from the front of the room is not anywhere close to seeing the training from sitting with the crowd. Sales trainers get to see the subtle winces and flinches to the tough but necessary parts of the processes. All salespeople do this at some point in their sales lives and your manager or trainer does see it.

Chances are good if you think a part of the sales process would not work on you, then you may not use or even try it. Most salespeople hear what they need to do but when it comes to implementing the ideas they run away.

Some of the problems you will find in training is the lack of belief in results. If you as the salesperson does not buy the underlying message of the process none of the process will ever be used.

If there is a lack of belief in the sales trainer the process is doomed before the salesperson ever talks to someone who can buy.

Sales training may be easy to pay attention to but not always so easy to put to use. This is where you will see a group of salespeople get results and the rest will not. Implementation of the learned sales processes must happen as soon as they are learned.

The struggle some salespeople face is holding onto training and not using it until the perfect moment. This bank of horded information of sales information ends up never being used. Implementing ideas and concepts fast is the key even if it is against your own buying style. This lack of action is almost always done out of fear of the process not working out.

Sales training can be monotonous and tedious if the basics are being reviewed consistently and because of the feeling the basics boring they are largely ignored. There is nothing tedious about practicing the basics, this is sales.

You must determine your own selling style

In order to close more sales you must understand what you like to do in your own sales process as well as what you do not like from others. This is where you can find what your true enemy in the sales process is.

When you shop for goods and service in your own personal life pay attention to how you make decisions. It could be you write in a journal or you observe your style to see what goes into the sales process. If you have a significant other you may want to pay attention to their style as well because it may influence your presentation in front of buyers as well. Sometimes parents and close friends can influence your sales process as to what you may or may not do as well if there are comfort issues or lessons taught in life.

Most salespeople never think about the problems their own buying style creates for training they take or the sales process. Most failures in the sales process are blamed on the product, service, or the buyers.

Instead of just buying something blindly take the time to note how you have made your decision. This process of figuring out your own buying style does take time and effort but it will pay off when you need it the most.

There are quite a few items or questions you can take note of:

  • Do you take a long time to decide or are you a quick decision maker?
  • Are you a window shopper?
  • Do you like to be courted by the salesperson?
  • Do you like the salesperson to try and build rapport or do you like to cut to the chase?
  • Do you like the salesperson to address you in a specific way or does this matter to you?
  • Do you like discounts or do you like items that are unique?
  • Is there a certain amount of information you like to acquire or do you take the salespersons word for it?
  • What type of questions do you ask?
  • How many questions do you ask?
  • Do you like a full product demonstration?
  • Are you intrigued by all of the sales information you can get your hands on?
  • How patient are you with your salesperson or the representative being met with?
  • How do you talk to your salesperson, do you talk to them or at them?
  • Are there questions you do not want to answer?
  • Are there questions you feel manipulated when answering?
  • How long of a presentation are you comfortable with?
  • Is it all about the price or is it about the experience?
  • When do you become uncomfortable in the sales process with questions or closing processes?
  • Do you get nervous with silence?
  • What happens when the salesperson asks for the business?
  • Do you like direct questions or do you like the salesperson to beat around the bush?
  • Do you read reviews on product sites and ask the salesperson about flaws?
  • Do you ask for discounts and if so how many?
  • Do you play games with the salesperson or are you straight up with them?
  • Do you have buyers remorse once you buy or are you ok with your decision?
  • Does it satisfy you when the salesperson keeps in touch or do you find it annoying?

All of these questions do matter and can be asked for large purchases as well as small purchases. It may be time consuming to look at your own buying style.

What type of presentation do you like?

The amount of information you need to make your own buying decision has impact on the presentation you give to a potential client especially if you are struggling.

If you like to gather tons of information you may believe your buyer needs just as much as you do in order to make a decision. You may even over compensate for the sales not being made and make your presentation way longer then what it needs to be.

Pay attention to the previous list to help determine your own buying process and style.

On the other end of the spectrum you may not need much information to make a decision. If you like short presentations, you may get impatient with a slow buyer. If this style represents you there is a possibility you are cutting your process even shorter than normal to try and get to the next sale.

If you are a slow buyer you may feel rushed from someone who is a fast buyer.

Does a fast buyer seem like they are reckless to you and your sensibility?

All of these ideas can translate into how you sell and your own style and in the end will lead to objections, rejection or the sale.

When a salesperson struggles they will present to their own style especially if they are under great pressure to close the sale. This is the personality sale people try to make and go to the buddy sell. This means more than a sales process the call is a rapport process with no point.

Just because you only need a certain amount of information to make a decision does not mean your buyer has the same style as you. A hidden danger is when too much rapport has been built is to remove parts of the sales process and not just presentation. This reversion backwards in the sales process happens frequently. Sometimes the buyer has heard enough and they pull the trigger on the purchase.

When salespeople get the objections in the sales process they tend to blame the buyer for not making the decision to buy. The real fault lies in the abilities of the salesperson.

Once again your sales process is influenced from your own buying style or even what you believe sales is.

Referrals and other forms of buying proof

Some buyers love to get their hands on information from other people in the form of referrals or literature. Some salespeople hate giving this information out as it seems as if the buyer is dragging their feet. If you need tons of proof in your own buying process the chances are really good you are doing the same for your buyers. You could be giving them too much information and overloading their process.

On the other hand if you do not need all of the glossy pictures in order for you to make a decisions you may be leaving this part of the equation out for the buyer and their needs. This may seem pushy to the person you are working with and building resistance you do not need in your sales presentations.

If you do not deal with the concerns of the buyer in the presentation you will have to deal with them in the negotiation or discount phase depending upon how you sell. In other words if you cut out steps in your sales presentation you will have to cut out money at the end of the sales call.

The power of questions in the sales process

Questions are one of the best ways you find out what to deliver to the buyer in the form of needed information.

One of the questions you could use is:

The last time you had to make a similar purchase what did you need to move forward?

There are literally thousands of ways to ask this same question to the buyer. Salespeople who do not look for buying criteria may be hoping the information they would need to make the decision would be enough to buy.

Most salespeople do not ask enough questions as if they are scared of the answers. Great questions are the road to understanding what the buyer needs. If you get annoyed at salespeople asking you questions there is a good chance you will not even come close to asking enough of the buyer when you met with them. The key to questions is to pay attention to the answers and ask clarifying questions to determine what the real answer was.

Under pressure of closing the sale or in a struggle questions are typically ditched for stories with no point in the hopes rejection will not happen from running the sales call the right way. Salespeople can talk themselves right out of the sale.

The sales struggle and the sub routine

In a sales struggle you go to your buying style, this is one of the main reasons why you need know how you buy. This is not something taught in sales training because most sales trainers do not know this piece of information. This is part of the key to being able to sell more consistently.

You will want to look for all of the items that annoy or frustrate you in your own purchases because you will tend to remove them from the sales process with the buyer. You will want to present the entire amount of information needed for the person you are sitting with.

In your struggle with sales you will lose focus of the buyer and focus on yourself. You may even use the phrase “If I were you” more than you know.

When it comes to not making sales your ability to recoup depends upon your knowledge of yourself and your go to buying actions.

Negotiations and how you sell  

In your own buying world how do you like negotiations to happen? Are you one who asks for a discount on everything or do you not care.

Do they make you uncomfortable to ask about if so does it annoy you when you are asked for discounts.

Do you get annoyed with people who use coupons or look for every bargain they can get?

This information matters because you will either respond or react to your client and how they buy.

You may identify with the buyer at any point in the sales process if they buy like you especially in the end zone where negotiations matter.

If you look for big discounts you may give up too much money too quick in the deal. If you look for deals and bargains you may identify with a buyer who wants to stall on the sales process. If you are a unique buyer you may miss the signs from the buyer who wants a discount but is scared to ask for one.

Almost all sales end up in some sort of negotiation so why not be ready for it. If you do not like to negotiate when you buy then you may be creating problems for yourself when it comes to “talk turkey” with the buyer.

If you get stressed out in a long negotiation so will the buyer. The buyer will react to you or they will respond to how you work with then.

Your ability to negotiate at the end of the call may be the difference between making the sale and walking away with nothing from the buyer.

Managers and sales trainers

A sales manager or trainer can only train to their comfort zone or capability. Managers, trainers and salespeople all fall under the “People sell how the buy” banner.

A manager will manage salespeople to how they would sell the product themselves out in the real world. This can work for you if they have a similar sales style or against them if you have opposite beliefs in what selling is and is not.

You may not buy into what your manager or trainer teaches because of your own buying and selling style. This does not mean they do not have good information, what it may mean is the information they have does not work for your selling style.

This doesn’t give you any reason to give up on the sales process, it may mean you need to find someone who has a similar style to your own. You should always be looking for a way to improve and push your own boundaries and sometimes it takes time to find the right manager or trainer.

Ask for the business – close the deal

If you don’t like someone asking you for the business then you are in for a rough ride when it is your turn to ask the buyer for theirs.

Your own fear could be creating your own sabotage in the sales process. If you are uncomfortable with a salesperson putting any buying pressure on you there is going to be a problem when you are in front of a buyer.

The numbers are staggering where the salesperson never asked for the business out of fear of rejection or because it was out of their comfort zone.

If you buy into what the buyer says because it rings true to your own style you are leaving money on the table for someone who is willing to close the deal and collect the commissions.

Common objections like “I wanna think about it” or “I need more information” could be your own worst enemy if you have a tough time making a buying decision in the sales process.

In conclusion

Your buying style really is your selling style and it can hurt you or help you to know this information as it envelops your entire sales process.

 

 

 

How to sell more avoid these sales mistakes

 

How to sell more: There are plenty of great things about persuasion and sales training but there are also some evils that can hurt your sales process or even your ability to influence others.

 

Most people go to these courses to help their abilities and techniques and that is part of the problem but it doesn’t have anything to do with the trainers or instructors.

 

First off learning how to sell more requires a bit of patience and some trial and error. Notice that it says some trial and error.

 

Learning how to sell more means you can beat objections like I wanna think about it.

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Common sales mistakes from training

The first mistake that salespeople make when they learn how to sell more or get ideas from persuasion is to implement too much at one time. This biting off more than what can be chewed causes a few issues.

  • ·         Decreases confidence in abilities
  • ·         Changes up a familiar process
  • ·         Creates confusion in the buying process for both parties

 

How to make sales and persuasion training work for you

To get the most out of whatever sales training or influence courses that you take there are a few things to remember as you implement what you have learned.

  1. 1.      Keep a journal of ideas
  2. 2.      Implement slowly while on top
  3. 3.      Know when to use what you have learned

 

How to sell more with a journal

Taking notes while training is not just a good idea it’s a great idea. The best way to do so is with a real journal and not just a note pad. Now there are many thoughts out there as to how to take notes but whatever way you take the notes make sure that you can read what you write. Keep a list of ideas that can be implemented but remember to not implement all at the same time. If something doesn’t work for you after a few attempts keep the notes but stop using the new strategy, tactic or script.

 

How to sell more by implementing what you have learned

Take some time to go back through your notes and put a priority on the items from what you have learned. If at all possible figure out where you will put what you learned into use. They key here is to look at what you have learned and figure out how you can make the information work for you.

 

How to sell by knowing what to use

When you attend sales courses, read books, listen to cd’s, watch dvd’s or do anything else when it comes to sales training there is plenty to learn. Now just like a mechanic has a great deal of tools people who persuade others for their livelihood develop libraries of information and possible items that can be used to influenced others to your way of thinking. Its your job to learn when to use what you have learned and that happens with time and patience. There is only so much you can do with scripting and role play. Being live out in the field makes all of the difference.

 

Just remember know that it takes time to learn what to add to a sales presentation and doing too much can cause a catastrophe.

 

Learning the science of influence can take your sales ability to the next level, here is the best place to learn.

 

As always I would like to thank you in advance for your comments and or questions about how to sell more by avoiding these common sales mistakes.

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares how to sell more by avoiding these common sales mistakes :video credit  

Persuasive questioning mistakes

 

Persuasive questioning mistakes: when it comes to sales training especially the training that teaches persuasive questioning techniques there are a few items that are typically left out by the sales trainers.

 

One of the items overlooked soften is the vocal capabilities of the sales people.

 

Now this isn’t to say that this is the only item to keep an eye on but the pitch and tone does help the person that you are with to understand what you are asking or what you are saying.

 

Persuading others to your idea thoughts or beliefs is about them being comfortable not only with the idea but also with you.

 

[youtube]http://www.youtube.com/watch?v=bywzGebfXp8[/youtube]

 

One of the most uncomfortable things that you can do as a salesperson is to offend the person in front of you. There are times where the persuasive questioning becomes an interrogation and the sales call is no longer really cool really easy. The feeling in the room becomes intense and the person who is the perspective client may just shut down and decide to no longer work with the salesperson.

 

Persuasive questioning made easy

Imagine you were on the other side of the table. How would you like the questions to be asked by the salesperson, not just the questions but the tone of them. Would you want them to roll out smoothly or with aggression?

 

Now this all may sound a little silly but when sales people get frustrated or when they roll into a sales slump a common issue is how they discuss items with people and then they take what would normally be a persuasive questioning strategy or technique and turn it into something evil causing a bad reaction or total rejection to the idea.

 

Reasons to watch out for the persuasive questioning mistakes

  • ·         Slows down rejection
  • ·         Helps maintain sales numbers
  • ·         Keeps a presentation interesting

 

Sales slumps are normal and there are plenty of reasons why they can happen. Making a sales slump last longer than what is needed hurts and makes sales even tougher. Recognize what changes that you can make to your process to make your life easier and your sales increase faster.

 

Persuading others for a living can take its toll on salespeople. Another common issue is to get bored with the questions that are being asked and they seem like a pain to ask while rolling off the lips of the persuader, the potential client then feels like they are not appreciated and then they stop listening or interacting in a way that is productive to the meeting. Make sure that your presentation process is fun, informative and does its job of persuading others to your ideas or thoughts instead of pushing your potential client away because of how you ask the questions.

 

When you make it seem like you have not asked the same question a million times but also show comfort and confidence when asking the persuasive question you will have an easier chance on converting the potential client to a client.  

 

Persuading others requires that you understand the fundamentals of influence, you can learn those here:

 

As always I would like to thank you in advance for your comments and or questions about persuasive questioning mistakes!

 

Now go implement!

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the persuasive questioning mistakes video – video credit.

How to sell more: A persuasive sales training lesson

How to sell: Working with salespeople every day on their persuasive selling skills leads to some powerful observations on how to sell more and what not to do on a sales call.

 

Many times salespeople use preset or canned presentations and it may include a presentation book or a book to do a quick overview for the potential client.

 

What if there were very specific things that were done in just about every case of sales failure? Some of these items can lead to a sales slump while some can lead to sales success.

 

Avoid sales failure with persuasive sales techniques
Persuasive selling presentations can be made better

 

If you use a preset presentation book as a persuasive selling technique it is important to know:

  • ·         The material in your overview or presentation book
  • ·         What each page means and how it can help
  • ·         What pages to use or to leave out

 

Notice in the list it does not include all of the words that need to be said.

 

When a salesperson hits a sales slump or is on the verge of sales failure a few things consistently happen or are a cause of the sales issues

 

  1. 1.      They shorten the presentation to get to the end in the hopes that they would be able to get to the agreement faster.
  2. 2.      They do not fully understand what the common issues or objections they their potential client base has and they do not answer the needs of the person that they are with.
  3. 3.      Lastly the salesperson looks at each call too much like a chess game where they always have to be maneuvering.

 

For people to learn how to sell more or better many times it is a case of getting back to the fundamentals or basics along with actually helping the person that you are with instead of trying to tell the future and having the perfectly worded presentation?

 

This is the point where salespeople stop having fun and forget to smile or use monotone voices so that they can show just how boring that they can be.

 

In other words remember to help out the person that you are with, remember to have some fun while you are out on the road or while people come and visit you. As a huge reminder remember, that you will give the same information over and over again many times in the same day and it is not the fault of the new potential client that they were not around and hour before to see the same question answered for someone else.

 

Increasing your sales needs a systematic step by step approach that is no nonsense.

 

Here are a few steps that you can take right now to help increase your sales, take out your sales presentation or information overview:

  • ·         Write down the purpose for each page and what question that is answered for the buyer, or objection that may be taken away
  • ·         Write down as many questions per page that you can ask the person or the people that you meet with
  • ·         Write down any objections that you may have on each page or segment of the process

 

Learn how to sell more and beat sales rejection
How to sell more and easy to follow sales lesson

 

If you do not know the answers to these questions this is a great starting point for you to get involved. It may not be that you do not have cool persuasive techniques or abilities it may very well be that you do not know your sales presentation.  

 

As always I would like to thank you in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:Word Failed With Two Business Hand by arztsamui, Hand With Failure Sign by aopsan

How to sell more: learn to be coachable

How to sell more: Its tough to get told something that you don’t like when you are in sales.

 

Its tough to get criticism and not want to fight every bit of it when sales are down or up.

 

Its tough to not justify why you are bad at something or how you have failed especially when you are not making any money.

 

Its hard to see others be successful while you are working hard and not seeing results and it feels like success is so far away.

 

Sales success comes from the ability to hear that you have a problem with something that you are doing in your sales cycle and then change what needs to be done so that you can influence better.

 

All too often when coaching sales people the excuses come out but what is even worse is when the people who are being coached are not coachable. So here is a short guide on how to be coachable when it comes to anything but especially sales training.

 

  • ·         Listen to what your coach says
  • ·         Take good notes
  • ·         Ask many questions for clarification
  • ·         Practice and implement

 

Did you notice on that list nowhere does it say justify your bad behavior, you are right it does not.

 

One of the fastest ways to determine if someone is coachable is by listening to what is said after the person is coached on something to do.

 

Here is an example while performing some persuasive sales training and working on some communication techniques:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a simple picture like this.

 

Mike: I used to do that but people found it boring plus it takes too long so I don’t do it anymore and I do not think that anyone wants to see that.

 

That justification equals sales failure almost instantly and a loss of income. Mike may have felt like it was an attack on him and it was because he may not be the best at what he does or he could just flat out suck at his job. He was being told to do something differently and his brain was fighting off the right way or the better way to go. The ego part of the brain was really saying “I don’t want to do what you say because I know what is better for me than you do” or “I have a way that I like to do it and this is not it”.

 

The better way that leads to sales success should have gone more like this:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a picture.

 

Mike: I have tried that before but I was not able to make it effective where did I go wrong, would you mind showing me?

 

Chris: right here is where you need to slow down and ask more questions to help understand what the buyer is thinking.

 

By Mike asking the question about how to implement a new strategy he was saying that he is open to try something new but also gained insight that he did not have previously for a sales strategy.

 

Now its hard to feel like someone is telling you that whatever you did was wrong but in order to get better at what you do the coaching is necessary and must be done. There are times where it may feel like someone is attacking you for your weaknesses but would you rather hear them from a sales trainer or from a client who says “I wanna think about it”?

 

A brilliant man has said “Do it till you are done”. Many nights people have stayed up many hours doing “it” till they were done. It may have taken a toll on the person with lack of sleep but in the end they gained the skills needed to get ahead

 

Its easy to get caught up in the “reason trap” or a way to say “I couldn’t do it because…..”.

 

Now you know the insider secret of how to pick coachable salespeople vs those people who will stay mediocre at their jobs for a while.

 

If you do get the chance to work with a coach or trainer for whatever business you are in take the time to learn what they are teaching you, fight the urge to explain why you have failed and find a way to implement the process.

 

Now there will be times that you do not always agree with those around you in how something should be done but at least work through the process and you may just find a new way of doing something that you probably would not have learned before.

 

Just remember justification will equal failure almost every time you use it because it does not produce results, it’s the easy way out.

 

Getting good at what you do takes hard work and discipline and the ability to listen and then implement fast.

 

As always I would like to thank you in advance for your comments and or questions

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell more includes others

 

Persusaive selling skills are not enough to get out of a sales slump
Increase your sales with knowing what to say

How to sell: Many times when sales people are in a slump there are things that suffer in the business sense.

 

As a salesperson you have to deal with so many things:

  • ·         Internal office issues
  • ·         Competition with a lower price
  • ·         Product issues
  • ·         Service issues
  • ·         Salespeople who don’t like you from your company
  • ·         Internal mental issues

 

One of the biggest issues that you do not think about in a sales slump or when you need to make more sales is the person that you are in a relationship with.

 

So many times you as a salesperson forget that your daily issues become your nightly issues and that there are many things that you take out on the person that loves you.

 

  • ·         You may come home cranky
  • ·         You can snap at your significant other
  • ·         You can ignore the person that loves you the most

 

 

Most of all you forget to thank the person that you have a relationship with. This may mean you forget to thank the other person for the small things that add up and become valuable. Even worse many times when sales people face devastation or sales issue they forget one of the smallest but most important things and that is to to just say “Thank you for all that you have done for me” or even “I love you”

 

There is a natural progression with sales failure and that is to take an internal position where salespeople do not want to talk to others or deal with being in public. This issue does transfer to the people or persons that you have close relationships with.

 

The issues at work create a tense situation at home and then in turn the situations follow you back to work.

 

It seems like small thing to mention to your significant other you care about them or that you love them but this first step is skipped so often and overlooked as a way to help you get back into the swing of things.

 

It is almost like you need an in case of emergency list that would include:

  1. 1.      Slow down the sales process
  2. 2.      As more questions that get you to closer to yes
  3. 3.      Close your mouth more often
  4. 4.      Explain to the person who helps you the most that you care about them and thank them for that help that they give you.

 

Getting out of a sales slump is not always the easiest thing to do nor is it usually fun but if you know what you have to do to increase your sales it does make it easier.

 

Increasing sales in a slump can come from your relationship
How to increase sales and beat a sales slump

 

Not always will persuasive selling skills or abilities help you learn how to increase your sales but it doesn’t always help you know what to do when sales have issues. Just remember the person that is your significant other and give them the praise and thanks that they deserve.

 

As always I would like to thank you in advance for your questions and or comments.

 

Now go implement!

 

Scott Sylvan Bell

 

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How to sell more: Believe in your product or service

How to sell: One of the normal issues that salespeople have is something that stops them from reaching their sales potential. It does not matter their sales skills or their ability to overcome objections there are just some salespeople born with a plague that eventually hurts them.

 

It may seem strange that a salesperson would not think that what they have to offer is worth what they are charging but it does happen quite often. For some strange reason salespeople feel that they are charging too much for the service or the product that they offer.

 

For some salespeople the feeling that the product or service is just too much may possibly mean that they are in the wrong line or service. Many times salespeople will sell how they buy and this does create a problem or challenge. This may even mean that they should not be in sales.

 

In some instances sales people will discount the product to feel better about what they sell to get it closer to the competitors prices. This doesn’t do well for their sales or for the company that they work. This also means that they as a salesperson do not believe in what they do.

 

You are right this doesn’t make any sense that a salesperson would not believe in the service or the product that they sell.

 

One of the things that will help you is to write down:

  • ·         All of the reasons why you work were you do
  • ·         What your company really does differently than what the competition sells.
  • ·         Why people should buy from you

 

Every sales person has a down day and it doesn’t matter the industry or even the product or service that they sell.

 

There are so many reasons that sales people fail and not recognizing what they do or what they sell is one of them.

 

Another offshoot of this destructive selling process or spiral to sales failure happens when the salesperson pushes what they would buy instead of helping their potential client with what they really need. This salesperson may think that they are helping out sometimes by just selling whatever product is the least amount. This keeps their sales up on paper but in all realities they are just spinning their wheels.

 

This period may be the breaking point for a salesperson and hopefully they can find a person or a coach that is willing to teach them how to sell with persuasive selling skills or techniques. If you are in a sales situation and the above describes you, there is still time to fix your sales failure problems it just takes time and it is not an immediate process.

Whatever you do sell has a value to it and so does what you know. Sales slumps are like the seasons they come and go.

 

Just remember to take your time and slow down, typically when salespeople hit a slump they speed up.

 

As always I would like to thank you in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

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Persuasive selling skills: the 18 persuasive sales tips to know

Persuasive selling skills can boost sales
Persuasive sales skills a reason to celebrate
Persuasive selling skills have many points and theories depending on who teaches them. There a quite a few things to know but here are the top 7:
  • · People have different reasons that they buy so not every persuasion strategy or tactic will work the same with every person. This is a skill learned in the field with real people not in a book. Sometimes you will have to fail.
  • · Your appearance or lack of appearance could be costing you sales. Do you pay attention to your clothing, shoes, breath and even the type of notes you take and on what paper.
  • · Being on time is not just a good idea it is mandatory and it shows how much you care about the people that are going to see and sell.
  • · People will still tell you “no” “I wanna think about it” and give you some sort of stall or derail giving you an answer or commitment no matter how good you are.
  • · If you want to get to the top of your industry you will have to sacrifice some time and money to grow. Your skills don’t just happen because you have studied the persuasive sales styles.
  • · Your nonverbal communication or body language is just as important as the words that you say. What you could be saying from your mouth may not match up with the words.
  • · People buy for reasons that are not your own, this is why you must ask questions and not assume that everybody wants the same cool mega widget. Sometimes the most important questions are the ones that you do not want to ask.
  • · To persuade people better you have to be able to sell in a relaxed state. If you are frustrated more than likely your ability to persuade will be not as effective as it could be.
  • · Sales slumps are perfectly normal in every industry, what matters is how you identify when are where they are coming from.
  • · Statistically you will have a run where you cannot be stopped and then you will have times where you can’t give your product away for free, just like a sales slump it is common.
  • · Learning to be uncomfortable in situations make your ability to persuade better.
  • · People complaining about you or even canceling sales is also common even when you are the best at what you do. Remember not everybody buys or sales the same way that you do and it may offend them… get over it. Sales failure does not happen just because of a few cancelations.
  • · Building rapport is important but you can go overboard and become a “friend” where it is easy to be told no. There is a fine line between rapport and losing the sale. Get in, get what you need to have done, get the paperwork done, cuddle a little or hold hands and then leave.
  • · Sales success happens from doing the same thing over and over again in the right sequence and with the right attitude.
  • · Confidence in yourself and or abilities can be seen from your clients and or potential clients. Do whatever you can do to keep your confidence up. Do something you are great at every day to remind yourself you do have abilities especially when in a sales slump.
  • · Sales tips can be learned from not just great sales people but also from not so good sales people. You can always learn something to do or even something not to do and it doesn’t have to be from your industry.
  • · There is no secret sauce or sales formula that instantly increases your sales, it all takes hard work. You will have to stick to a discipline and learn one way of selling before you try to combine beliefs. Sales recipes happen over time.
Persuasive selling skills can increase your cash flow
18 selling tips using persuasive selling skills
To say that learning persuasive selling skills in a checklist format is like saying that you can be a black belt in Karate from watching a MMA fight.
Your sales skills are always an evolution of what you do and have learned until today or right now. This also means that you will have to try new sales techniques at the right time. The best way is to try a few new sales techniques is to have them sprinkled into your sales while you are doing well and not when you are in a sales slump.
Persuasive sales skills are great to learn and master but they do take time to learn. Frustration is what gets non committed sales people to go back and work at the coffee shop.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Cheers! by photostock, Shopping Cart With Dollars Inside by renjith krishnan

Persuasive sales skill: Knowing what sales rules to follow

Persuasive selling skills start with rules. Yes as a salesperson you should have some rules when it comes to dealing with potential clients. Some salespeople are walked all over by people who want to buy products either because they do not care or they do not know.

There are a few sales rules to have for persuasive selling skills:

  • · Get a budget
  • · Get some sort of buy in by asking if the person or group is interested in the product and or service
  • · Get commitments from the buyer

Without the above three there is way too much wiggle room in the sales process and for sure you will hear “I wanna think about it” or “Thanks for your time we will get back to you”. Then the sales person will use old and outdated sales techniques to try overcome the sales objections to close the sale. This is the beginning of sales failure.

Asking questions are part of the persuasive sales process
persuasive sales skills require the right questions

Now for every sales process there are different ways to get to rules fulfilled and that will also depend upon the salesperson. The problem with salespeople is when they have too many rules to follow when dealing with a potential client. More specifically sales people who are in a sales slump who won’t make sales because their rules will not allow it.

It is amazing how many sales people will not make their sales because it’s below them or the artificial rules they have built up. These rules over time are difficult for them to change and become a really bad habit until there is a change or the salesperson is asked to leave.

Many sales gurus will tell salespeople to follow strict rules about how to treat people but there is a huge difference; hopefully the guru has money in the bank, the salesperson in the slump usually doesn’t have the money needed to be able to walk away from a sale. So they are told to get tough and not take any BS no not that type BS as in belief system. This isn’t to say get walked on by the potential client but it also doesn’t mean that it is ok to become a sales jerk. Firm and in control but not a jerk.

Many times the sales rules are needed and are a huge part of the sales process but they can also get in the way of rapport. Rapport becomes important while building trust but sales people who are in a slump usually take the extreme a few steps too far. Sometimes when people get too roughed up by the rules too soon they get turned off by the sales person. For someone who does not know how to deal with this situation they will lose the sale.

  • · Sales people in a slump usually take ideas or extremes too far either direction and they end up losing sales and then do not understand why.

There is a fine line between the emotional roller coaster needed to persuade people and the direct polarization where the sale will not ever be made. Some of the influence comes from the persona and confidence of the sales person but there becomes a fine line between the confidence needed to match the salespersons persona and perceived arrogance on the part of the buyer.

There is another trap when it comes to rapport and confidence. It is entirely possible to build too much rapport. When a sales person crosses the line of persuasive sales skills and too much confidence the sale is in danger of being lost. Too much rapport makes you too much of a friend and that makes it easier to be told no. There does have to be a little bit of an edge between the potential client and the salesperson.

So you may not think that it is possible to build too much rapport? More than likely this has happened to you where you thought you had the sale and at the last second the potential client stalled on you or told you “no”. Its ok this is a common sales mistake when in sales slump or when your sales are on fire. The rule should be that your buyer should be talking about 70-80% of the time and you are listening. In a sales slump sales people typically invert that rule and talk too much and then build too much rapport.

Having sales rules in the persuasive selling process meane more sales
Sales rules can help you make more sales

Knowing the rules for your sales process is important, having a real understanding of your skills and abilities is just as important.

Persuasive selling skill: change your persona to increase sales

[youtube]http://www.youtube.com/watch?v=KW6q6Xm6j1M[/youtube]

Persuasive selling techniques sometimes require that you think and act in totally different ways than normal. Sales skills alone will not make your sales for you. In this short sales video you will learn why persona is important and how you can increase your sales.

Remember when you were a kid and you were told that “you can be anybody that you want to be”? That was almost like an open invitation to be a super hero. You do have the ability to do such a thing.

Sometimes sales training does not go far enough to explain the persona about the salesperson. Your persona encompasses everything about you. This includes:

  • · Your clothing
  • · Attitude and overall confidence
  • · Voice and vocal patterns

When you wake up in the morning and put on your suit, your uniform or whatever attire you wear you can become the sales super hero with the flick of a switch in your brain.

Now this isn’t to say that you are allowed to be a sales jerk because that just will not work out well for you. What it is saying that if you need extra power to overcome sales objections or people saying ‘I wanna think about it”.

Yes this thinking may be a little bit out of the norm for what you would see for persuasive sales training but it is what you need. Unconventional yes, misguided no. Sales failure comes from not being willing to make changes in the sales process. Getting out of a sales slump may require changing the tactics that are being used and this is one of them.

Now go forth and be your own sales hero!

Take your sales to the next level by learning to be uncomfortable.

As always I would like to thank you for your comments or questions.

Now go implement!

Scott Sylvan Bell