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.

 [youtube]http://www.youtube.com/watch?v=9NE_lYsWNSc[/youtube]

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 presentation skills increased

 

Persuasive presentation skills increased: learning how to present to your potential clients can help you increase your sales.

 

Many times sales people lose their enthusiasm over time or they have no presentation skills. Some sales people focus more on their products but forget that they need to have the ability to keep their client or their potential client engaged.

 [youtube]http://www.youtube.com/watch?v=EIOSfOBd7_g[/youtube]

How to make your presentation more persuasive

First on the list to increase your sales is to video tape the presentation as you have it now. You will want to be brutally honest with yourself and watch the video with someone outside of your industry or even a kid. If the presentation doesn’t make sense to others it will not make sense to your potential client or even an existing client.

 

You will need to make sure that there is enough enthusiasm in what you say and do. Now there is a danger when making your presentation more persuasive and reading to have some enthusiasm is to go overboard. Just add a little energy but not too much or you will be seen like a goof ball.

 

There are times where you will have to be humble and take criticism from someone that you trust. The trick for you is to take this critique and not justify your mistakes. Take the lumps and make the changes. Most salespeople ask for help and then do not take the advice to make the necessary changes to increase the sales or to make the presentation more persuasive.

 

Make the changes to make the presentation more persuasive

There are a few things that you can do to help your persuasive abilities and or techniques

  • ·         Make sure you have enough time to present – yes this is easy but salespeople forget this
  • ·         Make sure there is enough energy in the presentation but not too much
  • ·         Make sure that the person or people watching don’t have to make themselves look dumb that comes from using and concepts that they understand
  • ·         If the potential client will not understand concepts or words explain them before the presentation
  • ·         As more questions to gain clarification
  • ·         Have fun and remember if its boring the answer will be no

 

Persuasive presentations are well thought out and well-rehearsed over and over again. You must be comfortable with what you say and do along with being comfortable in many given expected or unexpected situations.

 

Persuasive presentation ideas

Make sure that you make the client the hero and not try to upstage the product and or service. If you think that everything is all about you, other sales people will walk away with your sales because it just seems to your client or potential client that you think you are a Rockstar in your own mind. Make the process about them and their problem and focus on how you can fix those two things. Be a Rockstar at the office when you make the sale.

 

Learning how to influence other requires that you to understand and know the basics of the science.

 

As always I would like to thank you in advance for your comments and or questions about how to make your presentations more persuasive.

 

 

Now go implement!

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the persuasion presentation skills video – Video credit

Persuasive selling skill of proper names

[youtube]http://www.youtube.com/watch?v=CF1keAhE7i8[/youtube]

Persuasive selling skills: Now there are things that you can do on a daily basis that can increase your persuasive selling skills, techniques and strategies.

 

Some of your abilities to persuade others can be as simple as changing the way that you address people.

 

What do you call your boss, coworkers, design team or consultants in front of your clients can put extra weight on what they do and the type of response that your clients or potential clients get from you.

 

Here in the United States we have not really used proper names for a while. In most instances you would introduce your boss to another person as Bob Smith which isn’t bad but with a few small changes like calling him Mr. Smith the reaction from the people being introduced may change a little to your favor or maybe even a bunch.

 

Now when this is done it’s not uncommon to see the person being introduced to the Mr. react and change their stance. It gives the Mr. a little more authority and power but also makes the potential client try and guess why you are using a proper name. This does help you do a little better and hold a small parking spot of mental real estate.

 

And you are probably wondering why…

 

Go back to you school age. You probably had a Principal, teacher or Neighbor you had to address with the proper name. By doing so they received almost automatic respect. You would be playing off the prewired actions of a person’s youth as a way to gain compliance. Some may say this is some sort of covert hypnosis.

 

Yes you are right its sneaky but it works and it not unethical.

 

Ok so you don’t have a boss and you need to get some information from a third party. You would then fire up your persuasive selling skills and or abilities by naming the person that you have to deal with a Mr. or Mrs. Possible even comparing the third party person to a Doctor. Whatever you can do to give your third party person a little more authority.

 

Persuasive selling skill for negotiating

So you need to use a new persuasive skill or technique to work for you in a negotiation setting…

 

Of course if you are good at sales you know your limit before you give away the farm to the one client who wants everything but does not want to pay for your product or services. You would then go to this third party reference and put all of the weight on this decision.

 

Yes you may have all of the most up to date persuasive selling strategies and abilities but sometimes you need to slow down the sales process to your favor. 

 

You would address the person that you call as a Mr. or Mrs. Your job is to also note the body language and how it changes in the people that you are working with. If you are working over the phone put the person on speaker phone or if you have the ability to grab the person and bring them in the room with you do that also.

 

In most instances the people that you are working with will start addressing the person of authority by Mr. or Mrs. Also giving them instant authority.

 

Ok so you say that it’s not that big of a deal..

 

It may not be but what if it could help you close one more sale a month.

 

So you say that it sounds like what would happen on a car lot…

 

Similar but better especially if you go and get the Mr. or Mrs. and drag them in without the potential client asking for that to happen.

 

Want to give this process even more subtle power. Have the potential clients sitting when the Mr. or Mrs. with the authority and or power comes in and then they have to be cordial and stand. 

 

Most persuasive actions are simple enough but some will not give the idea credibility because it sounds too easy or simple.

 

Persuasive selling skills mistake to not make

The one thing that you can’t do is slip up and call your boss, designer or member of your team by their first name in front of your potential client or it breaks the rhythm and ability for this process to work. 

 

Learn how to gain the knowledge and power to persuade other effectively and with power.

 

As always I would like to thank you in advance for your comments and or questions for the Persuasive power of names

 

Now go implement!

 

Mr. Scott Sylvan Bell

 

Sales training video – Video credit for Persuasive power of names: Persuasion expert Scott Sylvan Bell

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: Implement your new persuaisve selling skills and techniques

 

Increasing your sales through coaching is possible
Sales coaching for persuasive selling skills or techniques

How to sell more: One of the most unusual things happens when coaching sales people on their closing skills or even their persuasive selling skills and techniques. Now this may be when they are doing great at sales or even when they are in a sales slump.

 

Now this phenomenon does not make any bit of sense nor would you imagine that it happens, or maybe you would if you have ever worked with salespeople.

 

Salespeople do the right things and ask for help to increase their sales or even to learn how to sell more.

 

Now that makes perfect sense to ask for help when needed.

 

The sales people ask a ton of questions and walk away will tons of valuable sales tactics or strategies that they can implement taking them from sales failure to sales success within a short period of time.

 

Now here is where the tricky part comes in:

 

Salespeople will come and get help to increase their sales, they pay for the time, they take time off work, they miss out on home life and then they do absolutely nothing with what they have taken the time to learn.

 

The newly trained sales person does nothing with the new sales skills or strategies that they have learned, does not implement any of the new persuasive selling skills and or strategies that could be used to increase their sales almost instantly.

 

This salesperson goes home and then spends the same amount of time that it would take to make the sell or gain the new client and just gives up because they have gained the new knowledge or took part in some sort of sales class. The salesperson may figure that they have done enough because they went to a sales class or met with a sales trainer so the tough part for them is over.

 

Yes you are right this is utter nonsense for any salesperson to not implement what they have learned…

 

If you take the time to learn something new implement what you have learned fast.

 

To go one step further in the strangeness of salespeople and what they are willing to pay for and then do nothing with.

 

It seems even in some instances salespeople will come and get help because they want someone’s permission to succeed. You read that right, some salespeople just want to be told that they are doing ok. Its almost like they are bouncing ideas off a sales coach just to make sure that they are on target and then they turn out to be sales demons but not before they make sure that it is ok first.

 

Coaching for persuasive selling skills can teach you how to sell more
How to sell more using persuasive selling skills coaching

 

There are also times where instead of just trying something they want to “bounce” the idea off of someone. This “bouncing” of the idea could have been done from free at home but the salesperson just wanted to get permission once again.

 

For and sales person who is reading this and wants to increase their sales but is waiting for permission to try something new or to close more sales you know have permission to move ahead and sell more and as a side benefit make more money. You do not need the permission of a sales coach to try something new.

 

As for the salesperson who does not want to implement what they learn that is ok also it will just cost you plenty of money and it spends the same whether you do something with your new persuasive selling skills, techniques or abilities when you get home. The money gets spent the same no matter what.

 

As a salesperson it is your job to get as much out of sales training that you can.

 

Now from working with business owners this can go the same way, if you meet with a business coach to learn how to increase your sales or make your company better nothing will change without you first implementing strategies or tactics.

 

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

 

Now go implement!

 

Scott Sylvan Bell  

 

Photo credit:Education Training Career Plan by Grant Cochrane, American Business Woman Pointing Blank Clip Board by photostock

How to sell more: Stop price matching and discounts

How to sell more: Sometimes there are things that salespeople do to help create sales failure or sales rejection. Sometimes these items that create sales problems are the fault of the companies that the salespeople work for.

 

Sometimes vendors will do things as incentives to help sell product or services. In some of those instances it may be a rebate or special rebates that are supposed to “help” the sales situation and in some instances do the opposite of what they were created for. You ask how would that be?

 

Salespeople can get caught up with relying on rebates or other incentives that get them to help close the sale. Instead of being able to use the skills that they are supposed to use the reliance on free money or extended warranties.

 

This also puts buyers in a position of control when it comes to pricing on short term products. In essence they are price conditioned to get some sort of kickback when purchasing a product or service. This mentally gives them some sort of belief that whatever they are buying gets special incentives and in the end causes them to start looking for vendors or companies who can give them their next “fix” of a discount or freebie to move forward.

 

If you are in short term sales it is important to build some sort of relationship to help hold clients but that does not always guarantee that they will not shop you for a better price. All things aside you are not the person who really helps them so they do not care what happens to you. Your ability to be walked away from is one major reason to always be looking for new clients even if you have landed the dream whale client with all the products you can sell.

 

On the other end of the spectrum is the long term sale or the product that has a longer life cycle. Many sales people can track their sales when compared against times where extra incentives are offered. Instead of looking at the incentives as an influential way to help get the one client who just needs one extra push the new incentives become a crutch and cause problems when they have ended. 

 

This sales failure is common where rebates are offered every year and the salespeople know it. One step further down the path is the salesperson who may be scared of sales rejection and may tell their potential clients to hold off and not buy until the product goes on sale and “really feels for their position”. There is a huge difference between being empathetic and being a sales stooge who can’t sell.

 

Learning to use persuasive selling skills and abilities do help salespeople over time to increase their sales and overcome the common sales objections. To add as many sales tools to your knowledge may help you navigate through the common rejections that salespeople hear.

 

Just remember that rebates and extra incentives are meant to stimulate the buyers who may have just needed a little bit more to get them to move forward.

 

The next common issue with salespeople either going into sales failure is when they can use the action of price matching. It is easy for buyers to forget that all things aside not everything is the same product or service. Each company has unique abilities to deliver or produce services or products. There is always something that can differentiate one company from another. Sometimes fro some groups and services its all about the price and nothing else matters, in that instance if your services or products are better make sure to take some of your abilities out and really price match what the other company is offering.

 

Understanding the law of price equalization may help you be able to explain to this client how to deal with their pricing situation.

 

At the end of the day when it comes down to getting a signed contract your preparation is what will make the difference between and “Yes” and a “No” or even the dreaded “I wanna think about it”. Your ability to overcome sales failure though objection handling or persuasive presentation skills or techniques is a must.

 

Price matching should be used as a last resort and not to make up for bad sales skills or techniques or as a way to gain market share, in the end it creates lazy sales people who do not bring in enough revenue for a company to survive or causes sales on “price” instead of sales on skills. Sales success happens when you can overcome the common price objections.

 

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

 

Scott Sylvan Bell

 

Now go implement!

 

Photo credits:

How to sell more by making people laugh

 

Learn how to sell more with humor
Having fun with a client can be a persusaive selling technique

How to sell: many times salespeople forget that they have a few things to do on their sales call and appointments. There could be a whole huge checklist of persuasive selling techniques to help influence others to their way of thinking to make more sales.

 

Sometimes the seriousness in the sales appointment makes the call in itself unbearable and lead to potetnial clients saying “no” or “I wanna think about it”. Making sure that the potential client or the people that are receiving your sales orientation or sales presentation are having a good time actually gives you a larger chance of closing the sale.

 

Just think back for a moment the last time that you have to buy a large ticket item and where you did not want to?

  • ·         Where you stressed out about it?
  • ·         Did you really want to purchase the item?
  • ·         Did the thought of sitting through a long appointment appeal to you in any way?
  • ·         Was it tough to choose brand or manufacturer?
  • ·         Did you want to have to worry if some salesperson was going to be called in to close on you, or even worse yet that they were going to be boring?

 

None of the previous specified items above sound like any fun, in fact many times potential clients or buyers will put off decisions just because they are scared about all of those reasons and then some. Those items could fall somewhere between going to the DMV or getting a root canal.

 

Increase your sales by having some fun with your cleints
Persuasive selling skills include having some fun!

 

Your new sales job if you choose to accept it is to make sure that the person or the people that you sit with have a good time and you make the appointment or the call as easy as possible for them.

 

Yes this sounds ridiculously easy, and yes it may be more work than it sounds like. When you go to those big adventure fun parks where a 16 oz. soda is 8 bucks, do you flinch or do you just say it’s part of the fun?

 

If it’s part of the fun, spending money is not only easy but it is fast.

 

Most people know that when they buy something it is going to cost them more than what they thought, they just dread the long boring presentation or sales overview and want it to end. This quick appointment is what leads them to go with your cheaper competitor because their attention span is short. Ok well that isn’t the only reason that they go with price alone, but that is for another day.

 

Getting the potential clients to laugh or have a good time with you does do some work in changing their emotional or physical state. It has been said that happy people are more optimistic and easier to sell and that is because they are not thinking of all of the bad things in fact they are thinking about all of the good things or how you remind them of a friend or relative. If you find yourself in this boat you can only lose the sale by being dumb. If they compare you to someone that they like you might as well be that person to them and they will just hand over money to you.

 

Persuasive sales abilities or techniques do not always include memorizing questions or stories sometimes they are as simple as making someone laugh.

 

 

There is a dark side or dangerous aspect of having some humor in a sales call and that is:

  • ·         Not all humor translates well to others
  • ·         Stay away from topics that could get you in trouble
  • ·         If you are too goofy the person or people will not trust you no matter how persuasive that you are, your will lose the abiltiy to persuade 

 

Just remember that influencing others does take some time and effort. Learning how other people think is a good ability to have along with being able to make people laugh when appropriate. Sales failure comes from you as a persuader or influencer not knowing the keys to get into someone’s mind and not having them say “I wanna think about it”.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit: Woman Covers Mouth With Hand by Ambro, Ferris Wheel Night by Photography by BJWOK

How to sell more: Just ask!

How to sell: Salespeople always have a list of things that they can do to increase their sales. Some of these items require persuasive sales skills and abilities, some of the salespeople could just learn from using basic selling techniques.  

 

Learning how to increase your sales does require a few rules to be followed:

  • Ask the right questions pertaining to your industry
  • Get the commitment from the buyer or potential client
  • As for the order or give the next step when necessary

 Sure there are more rules but those would have to be the most basic 3 sales rules to follow for success.

 

Increase your sales by asking for the business
Aske for the business = Make more sales now!

 

The focus right now is specifically on the last item asking for the order or even telling the potential client the next step in the sales process.

 

Too any times salespeople who even have persuasive selling skills or technique training will get all of the way to their presentation where they need to explain what to do next or ask in some fashion for the business and do not.

 

Learning how to sell means that this item of asking for the sale or explaining the next step must be followed every time that you meet with a potential client.

 

So you say “This is too basic and too simple to be an amazing sales lesson”

 

And your response would be “exactly, you are exactly right and wrong all at the same time”

 

Many times it is not the sales process, the presentation or orientation or even the product that did or did not make the sale or get the potential client to buy, the sale comes from the salesperson doing their job and that includes all the simple steps and that means asking for the business.

 

Everybody wants some magic sales recipe when it comes to increasing sales or skipping out of a sales slump. The secret sales recipe in sales comes from asking for the business. As simple as this step sounds it must be followed.

 

The truth is that most people are scared to make the wrong decision and if you give them an out or a way to not make a commitment most buyers will not just say “Give me your product I need it now”.

 

Your persuasive selling skills and abilities can only take you so far then there is work that you must perform on your own. Fortunately for you asking for the business is easy over time remembering the first time you do anything is normally difficult. The same goes for explaining the next step.  

 

There is no secret script or set of magic words that need to be used it could be as simple as “which one do you want”? or even “when would delivery be better Tuesday or Wednesday”?  

 

You would be amazed at how many times you do not ask for the business. That’s right you read that correctly if you are in sales and you are reading this there is a huge probability that you are not asking for the business or explaining the next step at the end.

 

Ok, so you don’t believe it?

 

Right now go and get a notecard or a post it note.

 

Write on the card “Did I ask for the business or explain the next step”?

 

If legal where you live post it on your rear view mirror in a place where you can still use your mirror effectively following all laws. When you get done with you sales call just take a quick glance at your reminder message.

 

If you did not make the sale chances are you forgot this step.

 

Salespeople can increase profits by asking for the business
Increase your profits by asking for the sale or bsuiness

 

Just remember its your job at ask for the business or explain the next step. Even if you have the best sales mentor, persuasive selling skills, swear you know how to sell, read every sales book, attended every sales and influence course you can think of and had the best sales trainers everything comes down to you making sure you perform the basic sales steps consistently.

Sales failure happens when you as a salesperson decide that you know everything or there are steps to a call that you do not have to follow.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:  man with profit text by digitalart, All Question Words by renjith krishnan

How to sell: Learn to walk away from potential clients

How to sell: Sometimes in the persuasive sales process there is a point of no return. The statement that the “customer is always right” is not very accurate. There are some people for the lack of better terms have no right being one of your clients because they will be a pain in your backside for the rest of their life.

 

Now this does go against everything that society has to say about customer service. A few years ago a major phone carrier decided that they were going to “fire” some of their clients and there was controversy because it was questioned if it were right or wrong.

 

It was the right thing to do, these people caused all sorts of problems that an average client would not think of.

 

So what does this have to do with sales and the persuasive selling process or even how to sell, you are about to find out.

 

As a salesperson it is your job to determine if the potential client is right for you and your company or organization. Even though the person has money and you can make a commission there are just some of those people that because of the way that they act do not have the ability to cover how much of a pain that they will be in the future. There is a definite cost of not just money but also emotions when it comes to difficult people.  

 

There is a certain and specific monetary value to the time that you have or do not have. The more that you make in income the more that you will realize that your time is limited and very valuable.  Dealing with people who are unreasonable or difficult will cost you money even if you make money from them.

 

The difficult or obnoxious type of client is actually perfect for your competition. It may be that the person or organization is:

  • ·         Cheap and doesn’t want to pay for your services or product
  • ·         Will always provide demanding problems and take you away from paying clients and want more of your time that really is not necessary
  • ·         Just does not fit into what you do for people or organizations
  • ·         Cant afford what you have to offer and then become a pain because they learn that they cant afford you, then want their money back
  • ·         Want free consulting from an expert

 

What you do or sell does not always fit for the people around you that may be a client. Some people may get upset with being selective about potential clients but it is something that has to be figured out.  Some people or groups just may not be able to afford what you have to offer or they have no way of paying for it. It is not a bad thing to let them know that you can do nothing for them.

 

Increase your sales by giving your compeitiion the bad clients
Persuasive selling skills may help you walk away from dangerous clients

 

Some people are just a pain in the rear no matter what you can do or how far you bend for them.

 

You may even have to be blunt and let people know that they are not the right fit for you. This person or group may get upset with you and it has nothing to do with your sales skills abilities or talents. Part of human nature is that people want to be able to reject you first. Your sales rejection may be a “no” or even an “I wanna think about it” but the person doesn’t want you to tell them “no”.

 

Being able to walk away from a sale is one of the hardest and most difficult things to do the first time. There is all sorts of anticipation in your head about if you are doing the right thing or not. Your heart beats, you may get flush, your mouth may get dry and you may even stumble on your words but in the end it is a skill that you must master along with persuasive selling skills and abilities.

 

There is a danger to you knowing that you can walk away from a sales call and that is you may start to judge your calls and instead of sticking it out and fighting through a call you decide to walk away. Hey not all sales are easy and if you feel that it is easier to walk away and say the person or group was a pain you may have just missed out on the opportunity to increase your persuasive sales talents. Some of the best “aha” moments in any business but especially sales come from just going one more round of questions or asking for the business one more time even if a new objection is thrown out at you.

 

How to increase your sales, give your competition the bad clients
How to sell more by being selective about clients

 

From here the best thing you can do is make a list of all of the real reasons why or if you should walk away from a potential client and their business. This list should be detailed and reviewed every so often. On the other hand you should also have a list of why you should do business with potential clients.

 

Persuasive sales skills and techniques are not always about making the sale, sometimes they come from knowing when you can walk away and make the next sale. This is not a form of sales failure it’s a chess move against your industry and competitors.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit: Men In Firefighting Suit by Surachai, Hand Pushing Stop Button by tungphoto

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

 

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