How to sell more: Most issues that lead to sales failure are predictable. Most of these issues that salespeople face can be in one of two categories. The first category would be those things that are obvious:
- · Rushing through the sales process
- · Not asking enough questions
- · Being impatient and worrying about the next sale
A few of the sales issues are ones that me be so subtle that they may not be caught:
- · Using concrete language
- · Being confident through the sales call
- · Having the right vocal patterns for persuasive language
The last three are very similar and will normally group together and cause sales failure for a salesperson and they would not even know what the issue is.
Is it normal and common for salespeople to lose track of their confidence and use squishy sales language:
- · If you do this
- · If you think that you can
- · This may be a possibility if we can
The proper language that would be associated with a sale would have a different feel
- · When you do this
- · This is possible when
- · This is a great path when
Now this may seem like something that is so small that it should not matter how the words are phrased to people who may not be in sales but the repercussions from not making the proper statements in the sales cycle will lead to the loss of the sale.
This squishy sales language can build doubt slowly in the mind of the potential buyer so much so that when a salesperson gets to the end of their presentation they will normally hear “I wanna think about it” or “I think that I need to talk to other people”. Either one of these options for a salesperson really work out to be a covert “no” wrapped in other language.
To take the lead on a sales call and use assumptive language is something that many top salespeople do but when a salesperson lacks confidence so do their words.
Now this is also where the pendulum swings too far when a salesperson is in the middle of a sales slump and they take the time to use assumptive statements overboard where the potential buyer finds the conversation awkward enough that the questions alone build sales resistance.
This one sales tip is not a magic bullet when it comes to sales, in other words this alone will not make sales but will contribute to the ability for the potential buyer or client to say yes and move forward with your idea or proposal.
Sales slumps or even sales failure is all part of the sales cycle. Knowing what steps to take or not take may make the difference of you as a salesperson getting on with your life and making more sales again or facing moving onto another job or company just to fail all over again.
Using the assumptive sales language may be classified as persuasive selling skills or techniques and do require you as a salesperson to work with them so that they are comfortable and not used too often.
Remember how often you are using the word “if” when sales are slow or in trouble and remember to change the word to “when”. This will help lead to better sales success over time even though it is a basic sales strategy.
As always I would like to thank you in advance for your comment and or questions.
Now go implement!
Scott Sylvan Bell