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 by owning your product or service

How to sell: Salespeople have many repetitive things to go through on a daily basis. Even with the best persuasive selling skills they get asked the same questions over and over again.

 

Some of these questions that the potential clients ask can get sales people in trouble. Sometimes the potential client isn’t telling the truth, may be shopping and never would consider doing business with the person they are sitting with and sometimes the person just wants to know what the salesperson is thinking or what they would do.

 

If you have been in sales for any period of time someone has asked you “which one do you use or own”?

 

In most instances the salesperson does not use or own the products or services that they sell. This puts the salesperson in the position where they have to lie about what they do.

 

If you are in sales do you use the product or service that you sell on a daily basis? 

 

This isn’t aimed at the salesperson who sells something that huge corporation’s use or that the salesperson cannot own. This is really aimed at the salesperson who gets asked by their clients “what one do you own or do you use”?

 

It only makes sense to own or possess what you sell. You do have the real ability to speak from your own experience and then you will have more belief in what you use.

 

If you do not do sales you would be surprised how many salespeople do not own or use the product that they sell.

 

How do you expect to have persuasive selling skills about a product that except for selling you have no experience with?

 

How do you think that you can effectively persuade others when you really don’t know for sure.

 

Have you ever bought a product only to find that the salesperson who helped you out didn’t even own what you have?

 

It does help you sell more when you have the ability to speak from your won point of reference.

 

Ok so you cant buy the product that you offer but if possible you can go out and do the same type of research that your clients and or potential clients have to go through. You may find that there are holes in the information that is given on websites or from the competitions presentations.

You can learn a ton from having to put yourself in other peoples shoes. If you are in a competitive industry you can learn how salespeople act, new lines that others use that may help you become more effective at your own job or even things that you would not do with your own perspective clients.

 

Some top salespeople feel that they should know everything about their industry and what they can do to get better. Some mediocre salespeople do whatever they can just to get along or they do the bare minimum to get a sale.

 

The more that you know about your industry and how things are sold the more power or sales leverage you have to persuade others to your way of thinking. Persuasive sales skills and techniques are only as good as the person who has learned how to use them to their own benefit.

 

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 with a post it note

How to sell: Many times in sales people look for the magic silver bullet, whether through persuasive sales skills or the old school sales tactics that really do not work well anymore.

For those who want to learn how to sell more the answer to selling more may be as simple as using a post it note.

If you are in sales just think back for a second, when was the last time that you set a goal? Now you may say what does goal setting have to do with persuasive sales skills or how to sell more? Goal setting in sales has everything to do with your ability.

You mind is mostly a computer that works on the basis of yes or no. Sometimes it is easier to no than yes or the opposite way around. There is a shortcut to help you reach your goals though, you mind does better when it has a constant stimulus to get you to do something.

The constant stimulus of the post it note that can help you increase your sales is simple enough as writing down your weekly and monthly goals on a post it note and leaving it attached to somewhere like your rearview mirror. If placing a post it note on your rear view mirror is against the law you can place it somewhere near the dashboard of your car or truck.

Persuasive selling skills can be as easy as writing your goals on a note
Learn how to increase your sales with this simple sales tip

Sometime persuasive sales skills can come from places you would not normally think of. As you have sales success or make a sale make some sort of mark next to your sales goal on a post it note or even rewrite your sales goals for the week.

Your sales goal setting can either work for the day, the week or the month. You can use separate post it notes or you can put all 3 on the same one.

It doesn’t have to be the car where you put you sales goals, you can put them on your bathroom mirror or just about anywhere they can be seen constantly.

By you actively being engaged with your sales goals your brain will help connect you to what you need to do. How all of the sales magic works really is not that important, just know that will help you increase your sales.

Increasing your sales may be as simple as using a post it note
Learn how to sell more almost insantly with this goal setting tip

So you have two options here you can either use the post it note persuasive sales skill strategy or you can go along with the old plan that you had been using before. Just know that this new sales skill will cost you no more than $2 and take no more than 30 seconds of your time. Sales success or sales failure will be up to you from here even with this sales tip.

Persuasive sales skills may be easier than you would think.

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

Now go implement!

Scott Sylvan Bell

Photo credit:Yellow Memo And White Note Paper by twobee, Growth Solution by renjith krishnan

How to sell: Persuasive sales training adventure

How to sell more with this sales tip
Persuasive sales skills taught here

How to sell more: sales training has come a long way compared to what was known and used in the 60’s. Even with all of the changes that have happened in the last few sales training still has some attention needed as for things that can actually help sales people improve their sales techniques and abilities. Some of the best skills to learn are persuasive selling techniques, but how do you teach them?
Now very many things that salespeople do will identify where they are having issues or determine where they may have sales failure. Most sales trainers do not know how to get their salespeople to perform better without the age old stuff that may or may not work. Some sales trainers still have a tough time getting past “I wanna think about it”.
To learn how to increase sales now does take some adventuresome thinking to get to a place where sales abilities can be improved.
The best thing for sales people to learn how to get better in any circumstance is to learn how to be uncomfortable. There are not very many effective ways to get this to happen where someone can watch and share with the salesperson what to do to get better until now.
This persuasive sales training technique can help you sell more
Learn how to sell more with the sales skill
Here is what you are going to need:
  • · A few brown lunch bags
  • · Some novelty items preferably something that is uncomfortable to talk about in public for most people
  • · A stopwatch
  • · Preferably a video camera.
When people are put under pressure their dominant traits come out. By using some sort of training where this is forced you will be able to identify just exactly where your salesperson has body language or nonverbal communication issues, how often they say um or ah, vocal patterns when nervous and even more than you could imagine. This sales training task does help all sorts of sales skills including persuasive sales abilities
This is the best way to set this up and it does work the best when some of the salespeople’s peers are in the room, in fact the more salespeople that there are the better that this works.
To set this up the right way, your job is to prepare more surprise bags than participants.
Get a volunteer who is willing to present in front of the room and let them choose from one of the bags without looking at what is inside.
You then give the participant 30 seconds to prepare an infomercial
Their job is to sell you on whatever product is in the bag with as much persuasive sales ability possible.
Now some ideas for this persuasive sales training event are: women’s underwear, novelty adult toys, random items from a store and even kids toys. A bit of advice is that the stranger the item is the better that this sales training even works because it really makes the salesperson uncomfortable and that is a great thing.
The more that the salesperson can be thrown off balance the more that they will expose their weaknesses. You will probably get a quite a few laughs out of the event but beyond the laughs you will get the best shot at being able to judge how the salesperson is in the field.
Lastly when you record this video and watch it back later on after everybody has performed
You will even be able to pick up more mistakes or challenges that the salesperson faces.
Once you identify where the salesperson can find some changes to create sales success you can then help them fine tune their sales skills.
In order to increase your salespersons persuasive selling abilities you will have to help them in ways that you probably have not thought of. Learning how to sell can be just as much fun as you want to make it.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Golden Gift Box by Master isolated images, Surprise Sale by scottchan

How to sell: Learn to sell more with a sales partner

How to sell: There are many things that you can do to learn how to sell more. Some of these items for you to learn how to increase you sales come from courses, books and or training but the best thing you can do to increase your sales is to find a sales partner.

Persuasive sales skills can be learned by practice and hard work.

Having a consistent sales partner to train with will help you keep your sales consistent:

  • · Role paly for not just the presentation but also objections
  • · Try new persuasive sales techniques
  • · Ask new questions
  • · Implement new sales strategies or a new presentation

If you have a consistent person to role play with they will get a feel for the way that you are in a sales call. Over time this team mate will be able to read you and pick up on times where “something” is missing in your sales presentation.

Learn how to sell more by working with a sales partner
Persuasive sales skills can help you learn how to sell

There are planty of places for salespeople to learn persuasive sales techniques but if you do not work them out in real time and work around possible places that could create sales failure you may be shortcutting your success. Now this is different than role play. You must learn how to implement new sales strategies that you have learned. With time and effort you will be able to shorten the time that it takes to implement new ideas into your presentation.

Persuasive selling skills and learning how to sell has just as much to do with telling stories and presenting powerful facts just as much as sales requires you to ask the right questions. A role playing partner can also help you determine what types of questions to ask and where to put them in your presentation. You can learn these questions just about anywhere. A low key question you can ask when appropriate would be “Can we disagree and still be friends”?

Last of all having a consistent partner to practice sales with will help you get some new ideas just from collaboration. You will have the ability to bounce new ideas off of each other and then tap each other’s sales knowledge and abilities.

Another idea that will help you increase your sales is to invite people from outside of your industry that may have a different perspective on how you present or even possible changes that you can make to help you increase your sales. This person or people can give some valuable insight because they are not in your industry and may pick up on you using too many technical words or phrases. You may even have some sales issues that your consistent partner is not picking up on. You could then make the necessary changes that will help you increase your sales.

A few last words of caution when it comes to working with or finding a sales partner to help you increase your sales. Make sure to pick someone that you trust and know will steer you in the right direction. It is also a good idea to pick someone who has similar sales skills or someone who is better than you are. Lastly it is a good idea to work with someone who has a good work ethic and will show consistently up when you decide to meet up.

Sales acheivement happens with practice
Acheivement in sales can be learned

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

Now go implement!

Scott Sylvan Bell

Photo credit:

How to sell: What is not a persuasive sales skill

How to sell more: There are many things that you can do to increase your persuasive selling sales skills. There are also plenty of things that you should not do that actually hurts you as a salesperson.

There is a phenomenon in the selling world where sales people

  • · Enter into a natural or unnatural sales slump
  • · They get in a bad habit of discussion their competition in a bad way
  • · Learn a new sales tactic or sales strategy and they take it to the extreme

When sales people hit a sales slump there is a whole list of things that they do wrong in order to hopefully increase their sales. In many instances the quick fixes that they use that are supposed to help out their sales skills end up costing them more because they get so far off their beaten path that they previously used they have a tough time coming back.

Now everyone has competition

Not every competitor is bad while not every competitor is good either.

As a huge sales mistake or way to cause sales failure salespeople will start trash talking the competition. This may raise flags in the eyes of your client or potential client. Some buyers are staright put off by another company “stooping as low to say things that are bad”.

Some sales training tells salespeople to trash talk on their competitors or their products. This can get new and old timers into some trouble.

Now there are some ways to get around saying not so nice things about other companies without outright saying that they have problems. A few ideas:

  • · I don’t want to say that the specific product is built “cheap” but it does have some drawbacks
  • · My mother said if I don’t have anything nice to say, don’t say anything at all
  • · I don’t think that your design criteria will allow you to use that product or service
  • · The concern is the future challenges that you may have with the warranty documentation

Just about anything along those lines will help you without outright saying something bad.

There is a point where people want to see how bad the product or service is live and in person. When you talk trash you can either create too much curiosity about a product and or service or you can just turn the client or potential client off from your actions.

Learn how to sell more with persuasive sales skills
Persuasive sales skills can show you how to sell more

Your actions can actually do the reverse of what you though and promote the other company.

What you do not say does echo somewhat in the subconscious mind. You job as a metaphor is to just crack the door of curiosity not slam it all of the way open. You will not want to feed words into the mind of the buyer instead you say what you need to say and then back off the subject. You have made your point.

One major problem with salespeople is that they feel that in order to use persuasive sales skills they should rehash the subject over and over again. That would be the equivalent of slamming the door open instead of cracking it open.

Remember sales persuasion happens in the silence.

If you had to spell this out as a formula you would use one of the previous lines above such as:

You: “I don’t really want to say the product is cheap, but it does have some significant challenges when it comes to design quality”. (That’s it then pause and keep your mouth shut. Yes it can be hard but your job is to get the other person to think. Give them time to have some mental reaction).

Buyer: “Well I don’t really want a product or service that is going to have significant challenges”.

You: (sit in silence for a second and move on) “Now one of the things you were probably curious about was the guarantee on this widget” (You have changed the subject and they say that they have concerns so leave it alone. There is a danger point where sales people want to revisit the issue but you are smart and you know to let it go. Be smart let it go unless they bring it back up)

Buyer: “Yes I am curious about how you have structured your guarantees”

You have done your job of cracking the door without slamming it or the competition. You have built reasonable doubt about whatever your competitor has to offer or is doing without really saying anything bad. There is a danger point for you whatever you are saying must be true.

If you are in a position where you are up against bidding this may help you create some “bear traps”.

A bear trap is where you have done enough research on the competition and built up enough doubt on their product or service that the potential buyer brings it up in the conversation with the other person or the group. If you were the first to share it, you have the ability to frame the information in a way where the other person has had their thunder stolen.

Persuasive sales skills come from knowing what to do or say along with knowing what not to do or say. Learning how to sell more creates salespeople some challenges of knowing what to implement or not implement. All of your sales abilities will change over time with practice, learning and patience.

Just remember a sales call should not feel awkward and in most instances it should feel comfortable like 2 old friends talking when possible. This sales ability also takes time and effort and to expect it to happen overnight will create sales failure.

Sales tips can teach how to sell more
How to sell more the right way using persuasion

It is commendable that you are on a quest to learn how to sell more. Remember to keep a sales journal of all of the top sales tips that you learn so that you have quick access to special information to implement into your sales strategies.

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

Now go implement

Scott Sylvan Bell

Photo credit: No Throwing Garbage Warning Sign by tungphoto, Business People In Discussion by Ambro

How to sell more with the right persuasive sales strategies

New salespeople and veteran salespeople are always asking how to increase sales. Now there are so many facets in learning how to increase sales almost instantly. Some of the instruction taught to salespeople can be along the lines of persuasive selling and some of the information taught to help learn how to increase sales may be some not too common sense.
Now many times salespeople make mistakes because they think that they are helping their potential clients but in the end they are actually hurting not only the potential client but also themselves. Sales success and sales failure are always on the pendulum swinging forwards and backwards, along with the success side is either underdoing the amount of work needed or overdoing what needs to be done.
salespeople always want to know "how to sell more"
How to sell more without mistakes
The sales pendulum usually gets out of timing when a salesperson is new or struggling making sales.
Salespeople typically sell how they buy but they also sell knowing about all of the features and benefits of what they sell when meeting with potential clients or existing clients. Now these two items are a dangerous combination when tied together and not dealt with correctly.
There is only so much focus that people have when buying a product and or service add that to a long presentation with technical information and there is a great deal of apprehension built up and then there is a fear of making a wrong decision. This can destroy a buying situation and get a person to say “I wanna think about it” or say that “have to talk to others”. The truth is you as a salesperson screwed up. The good news is that with just a bit of effort you can fix the sales failure.
There are 2 common sales mistakes that salespeople make that are easy to fix with effort:
  1. 1. Knowing too much about their products and information dumping on their potential clients
  2. 2. Giving too many options for the products that are offered
  3. 3. Jumping on board too quickly when the buyer give buying signs
The first sales mistake happens when the salesperson feels that the potential client needs to know every minute detail about the product and or service whether they need to or not. This puts the potential client or client into information overload.
In order to get past the first sales failure of knowing too much evaluation questions must be asked from the beginning to determine what information needs to be explained. Now when sales questions are not answered the sales people they typically try to cram technical information to try and pry the potential client into buying something.
When sales people hit a sales slump some of the questions needed are excluded and then too much information is explained about the product to once again try and get the other person intrigued enough to buy the product and or service.
How to sell more is a normal sales question
Increasing sales is part of business and takes knowledge of persuasion
When working with people buying your product and or service they may know as much as you do about what you have to offer but in most instances the other person does not that is why they called you.
The second offense that salespeople need to fix is that of giving too many options. There may be 20 products that you have to offer but if you give all of the options to your client or potential client they will be on overload and they will not make a decision without much training and or time. Yes this sounds like it is something that most salespeople know but it still is a common mistake.
The third and last common sales mistake is when your buyer says that they want your product and or service and you react too quickly. This puts the feel like there is blood in the water and it will cause the almost client to start to panic. Once again this mistake sounds like it should not be an issue but salespeople who are not just new or in a sales slump but also salespeople who are doing well. When your client sitting across the table form you says they are willing to move forward pause for a few seconds and then answer how you normally would about what the next step is for them.
If you do your job asking the right series of questions and then getting answers you will uncover the few options to give to your potential client or client. You would then use persuasive sales skills to help the person or group understand why one of the few options would work out best for them.  Knowing how to present the order of options would also be included in the sales presentation. There are plenty of things to learn about persuasive selling skills techniques but they do take time to learn and implement.
As always I would like to thank you in advance for your comments and or questions
Now go implement!
Scott Sylvan Bell
Photo credit:Confused by Gregory Szarkiewicz, Labyrinth by Salvatore Vuono

How to sell more by finding the real buyer

Persuasion and sales normally go hand in hand but there may be a few drawbacks even if you already know how to sell. There are plenty of common mistakes that’s salespeople make every day. One sales mistake that causes many problems is that of not identifying who the real decision maker is.

Buyers or potential clients do not always give up the goods when it comes to answering your questions. Many times buyers want you as a salesperson to give all of your information and they want it for free. Even worse is when the real buyer sends someone to gather the information for them and you have no real input of how the sale will go.

Persuasive sales techniques include asking the tough questions that other sales people are scared to. In order for you to learn how to sell more or even just stay ahead of the competition you must identify who the real buyer is.

Many times sales people will ask “is there anyone else who needs to be involved with making this decision” and they forget to add the hook of “So you are authorized to move forward and there will not be anyone who objects for any reason?” This will keep you from having to overcome sales objections that you didn’t need to. Even if you know all of the sales techniques sand sales strategies backwards and forwards your still have to implement them.

"How to sell" more is sometimes a persuasive sales puzzle
How to sell more can be helped with persuasive sales techniques

Tie downs in sales are common and some of them are: couldn’t you, isn’t it, wouldn’t it be, aren’t and those do work well but if you are asking a question where the answer can later on be weaseled out of you must remember to tie the answer down also. The tie down can confirm the ability to end up with a sale. This question can even go one step further “So you can make a $10,000 decision and you partner will be ok with that?” Now the number that you are using can be more or less than $10,000 you would use whatever number you need to fit your product and or service.

Confirming and defining who the decision maker(s) can do a few things for you:

  • · Stops you from wasting time and resources with people who cannot move forward or even give you a decision.
  • · Does give you a little control by not giving up the goods to someone who isn’t able to help you.
  • · Gets you in front of the decision maker so you can get a “yes” or “no” and ultimately that will end up making you more money.

Sometimes these persuasive selling questions are not comfortable to ask at first but over time they do get easier. For you to learn how to sell more it is imperative that you understand who the real decision maker is. Many times being bold with statements and questions will get people to understand that you are there for business and not a professional visitor or a sales chump to give out free information.

"persuasive sales techniques" show how to sell
Not all sales trainers can teach how to sell more

Identifying the real decision maker is not always easy to do but it can make sales easier over time. Persuasive selling abilities do not make the sales, you do. For you to learn how to sell more it will challenge your patience and sales abilities, be patient.

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

Now go implement!

Scott Sylvan Bell

Photo credits:Man Around Puzzles by renjith krishnan, 100 Dollar Bills by Boaz Yiftach

How to sell more with persuasive body language

learn "How to sell more" with this sales tip
Knowing how to sell can multiply your income
How to sell? This is a normal question salespeople and aspiring sales people ask every single day. There are many things that can make your sales life easier while some unknown things may make your sales life harder.
For you to learn how to sell you must increase your persuasive sales techniques. Now these sales techniques may be simple or even seem simple but the truth of the matter is they take time to learn and implement correctly.
Now you may not think that one simple change in your body language or non-verbal communication skills cannot make that much of a difference but if that is what you were thinking then you would be wrong.
One of the most common sales mistakes that new and old salespeople make is that they do not understand body arrangement or blocking. To fix this common sales mistake we will take a page from the seduction world. This sales tip may not make sense at first but give it a few minutes.
The way that you stand and the direction you face while talking to a person says quite a bit about your confidence, lack of confidence, social knowledge or even persuasive sales abilities.
The phrase toe to toe pops into mind with a huge reason. When you watch a boxing match the two opponents stand toe to toe.  When you argue or have a disagreement that almost becomes physical or even becomes physical you stand toe to toe. Naturally even standing like this causes emotions in the background of your brain causing an unknown uncomfortable feeling.
As you are probably thinking standing toe to toe or directly in front of the person you are talking to does cause you to lose some points when it comes to persuasive sales skills.
There is an easy way to alleviate this sales malfunction that has been costing you sales but before it is shared with you, what do you think the fix is?
All too often most mediocre sales people just go through their life haphazardly making sales and not knowing why. Great sales people know that just the slightest change in the body communicates their message differently. Sales techniques are not always what they seem.
To answer how to sell more with some changes to your body language you would do great to slightly offset your body by 20 to 30 degrees. By not directly facing the person that you are with while you are standing when you first meet the toe to toe feeling goes away.
This covert sales technique that can show you how to sell more works with sitting or standing.
There is a caution to your new non-verbal communication skill and that is if you do not eventually turn into the other person and stand face to face it will seem like you are trying to get away.
There is a rule when it comes to body language where your feet and heart are pointed, that is where you are going in lose terms. This is not a definite or hard fast rule but it is a generalization but it should isolate a concern. (Some body language experts may tell you this rule isn’t true, so just for a few minutes pretend that it is)
The ideal time for you to shift in is when the other person relaxes a little and you can normally see this when their shoulders drop slightly or their voice shifts just a little bit. The person with you may even just crack a slight smile. You will almost feel like you just got comfortable and it will mean that you have developed better rapport. This feeling shows that they are comfortable as long as you know what to look for. This is your cue to slightly turn into the other person slowly.
To reach this rapport faster the best method is to talk at the same pace and volume as the person you are working with along with the body staging or blocking.
If you turn into the person too soon it will take a bunch of work to counteract what you have just done and may make it seem like you are desperate or aggressive.
The reason that this nonverbal communication or body language skill works so well is that it may give the person that you are working with the idea or though that you are not intense or that you do not have to make the sell, almost like you have options and could walk away at any moment.
Standing or sitting side by side gives a better message and that is it makes you seem more cooperative and friendly and less aggressive. The saying “stand by your friends” is also another shortcut into the mind of your potential client. These mental shortcuts are what help you increase your sales.
Learning how to sell takes twists and turns that come from places than other normal sales training or sales techniques.
To work on this new persuasive selling skill initiate it with friends or family first. Get comfortable with your new persuasive sales skill within your comfort zone before trying it where it can cost you money on a sales appointment.
There is an easy rhyme to remember and that is “toe to toe the sale is a no go, slightly turn away and collect your pay”.
Get new selling techniques and find out how to sell
Seduction lessons can teach you how to sell
By the way if you are single this sales tip will help you seem more comfortable with the opposite gender.
A great place to practice this if you do not want to lose too much would be at a bar that you are not used to going to. This new action takes you out of your comfort zone allowing you to increase your sales abilities.
As always I would like to thank you in advance for your comments or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Aggressive Boxing Man by photostock, Business Colleague Discussing by photostock

Persuasive selling skills include pointing out flaws

Sharing a flaw can be a persuasive sales technique
Increase your sales with pointing out your flaws and persuasive selling skills
Persuasive selling skills are not always from scientific sources. They may come from something that your mother or father said while you were a kid while growing up, not the shut the door where you born in a barn, no something better. Your Mother or Father probably said something along the lines of “If something is too good to be true it probably is”.
Your persuasive selling skills depend upon your upbringing and things you learned while you were a kid. The rejection mechanism or the warning in your brain that shuts sales people about are tied to all of your feelings, experiences with consuming, with sales people and your intuitive gut.
Now you can question what this has to do with sales but deep down inside you already know. If you are too good to be true as a salesperson you will face sales rejection. Salespeople learn their scripts and practice but for this rejection mechanism to be triggered it doesn’t matter how hard you have worked.
Increasing your persuasive sales skills can be as simple as pointing out a simple flaw. Now this may sound ridiculous to bring attention to you not being perfect but it keeps the rejection mechanism in the brain happy so that it doesn’t switch on.
There is an added benefit to knowing that you should point out a flaw and that is the other people that you meet with also have flaws. There are two things that you can do here. Now salespeople have a tough time remembering names so a great place to start would be with an introduction in the sales process. You would bring up the fact that you have a tough time remembering names. Now not only have you pointed out a flaw but you have a common problem that 50% of the population claims to have.
Another option to supercharge your persuasive sales skills could be using the on time route, or the lack of ability to be on time.  You could share that you have a tough time getting places on time, now this option is a little risky if you must be on time.
persuasive selling skills are great to learn use sharing a failure as a technique
Persuasive selling abilities also can be pointing out flaws.
There is a point where you as a salesperson can divulge too much information and then cause the rejection mechanism to kick in. If you are going to share something about yourself make sure it is something harmless and will not get you in trouble.
Another flaw that you could point out could be that you can’t spell well, or you are not good with math, don’t have the ability to tie your tie with a special knot, you can’t parallel park or whatever are common mistakes or problems just about everyone has.
There is another way that this simple persuasive selling technique can help you out. Let’s say that you have some great widget and it is the best on the market but there is one flaw, it smells funny. Your job would to be to share that your super cool widget is the best on the market but also share the flaw that it stinks. The perspective client you are with was thinking this is too good to be true anyway so why not share with them in a strategic way that it has a flaw. If you are in a position where you have to constantly compete with other sales people they are going to tell the people that the meet with anyway. The damage is better coming from you anyway and you get to explain it how you will. The other salesperson will lose the ability to put your product down and your potential client will be primed with the downfall. This makes the story of your competitor old news and boring.
You may not think that presenting a downfall by you would be considered a persuasive selling skill but it is because not only does this take the heat or spotlight off you of looking for the flaw but it helps build rapport with your potential client because now you are similar or like them. Now you can get on with business and have fun instead of dancing with the right thing to say or do.
All persuasive sales skills take time to learn and or implement. Remember to take time with them and not try to rush into something new too quick. For you to learn how to increase you sales skills sometimes you may want to overcome objections before they happen.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Cracked Egg With Bandage by digitalart, Broken Pencil by Chris Sharp