Persuasive power of really cool really easy

Persuasive power of really cool really easy: When salespeople deal with clients or potential clients it helps to keep in mind being on the other side of the table.

 

When was the last time that you wanted a difficult process or have to work through a hassle. Now this all sounds simple and may not sound like a persuasive sales tip or some earth shattering advice but it may just be for some people.

 [youtube]http://www.youtube.com/watch?v=OUMIoFqU-2U[/youtube]

 

Now one of the best things that you can do is to record your sales process in video and do two things:

  • ·         Listen to your presentation and take notes as to what you think went well and what needs help
  • ·         Watch your presentation and look for items that may be out of order without the sound on.

 

Yes it may take some time to first listen to your presentation and then watch it without sound but what you will see and hear may change your mind about the way that you work on influencing others.   

 

There is a saying that “persuasion happens in the silence” and that is only true when you set of the silence correctly.

 

The idea of really cool really easy

To explain the idea of really cool really easy you first will have to take a look at a half truth when it comes to sales training. You may have heard the saying “whoever has the highest energy in a meeting wins” but it isn’t over the top energy

 

When you put enough excitement in your presentation that is not over the top you have an easier chance of the people listening to you.. This persuasive power doesn’t happen with a canned script it happens with you being real and your realness does shine through but that is only the first part of the equation.

 

The second part of the equation is really easy. Making the sales process throughout from start to finish really cool really easy takes away some of the resistance. The key here is that not all of the resistance is taken away but some of it may just as well be enough to give you a better chance vs someone who is a competitor. When you can make your process seem like time has stopped and not what the potential clients are expecting it throws the buyer off guard enough for them to relax.

 

Before anyone buys anything they have a preconceived belief about how the experience is going to be. The potential client comes to the table believing one thing and every other wanna be persuader lets the potential client to live up to that expectation.

 

Just think for a second about how you would want your experience to be and make it like that for your buyer.

 

Really cool really easy is something that most salespeople forget because they are all caught up in trying to be perfect but that doesn’t allow the salesperson to be real and then the comfort goes away.

 

What if you are a persuader who isn’t in sales

You still have to opportunity to help the people that you meet and make the process for them really cool and really easy. You will see that people will react better and will be more willing to do what you ask instead of the resistance block being there in place.

 

Learn how to persuade others better and more effectively

 

As always I would like to thank you in advance for your comments and or questions about persuasion and making your process really cool and really easy.

 

Scott Sylvan Bell

 

Now go implement!

 

Video credit for Persuasive power of really cool really easy – Persuasion expert Scott Sylvan Bell

Persuasive power of responding to objections

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

Persuasive power of responding to objections: Sales scripting does the favor to salespeople of teaching how to script what should be said but that isn’t enough and sometimes not even the right thing.

 

Sales scripts miss personality but even more than that they can’t teach how to respond to the buyer correctly. Many times personality is missed and because the salesperson doesn’t know the next step the salesperson reacts to rejection.

 

The persuasive power of responding allows the salesperson to stay in the game and keep asking the questions that will lead to the sale.

 

Yes this is not the most earth shattering University backed piece of knowledge but this little sales tip is something that is missed by most sales training.

 

The pass the salt rule:

If you were in a sales process and the buyer said “I wanna think about it” and you were to react you may just fire back “So what is it that you are going to know tomorrow that you don’t already know today” and it causes the buyer to react to you. This short cycle leads to the buyer either not buying or asking you to leave.

 

The persuasive power of using the Pass the salt rule.

 

The next time that you get an objection when you “respond” to the buyer in the same tone that you would ask the person sitting next to you to “pass the salt”.

 

Accelerated reaction

If you are in sales or have to deal with people when you react the wrong way with people they react to you and then you react to them and this cycle can go on and on until there is resolution or the cops are called out… sometimes.

 

Now back to the issue with sales scripts. In some instances words are magical but in most instances it is your personality plus the rapport that you have built is far more effective than having the perfect words because it is comfortable and when you are comfortable it is easier for you to be confident.

 

So the persuasion string works out like to something this:

 

Conversation + rapport + comfort + confidence + respond = sales (it doesn’t have to be in that order)

 

Sales training errors that lead to sales failure 

Most people who take sales courses take the information and try to use what they hear word for word. Once again it isn’t about the words. Now on the other side of the coin sales trainers don’t always explain what they would really say they give the information as the short version. This would mean that what is really said isn’t given to the salespeople. The reason for this is either the trainer doesn’t know that he or she is not really helping or they know that this explanation creates confusion and extra coaching.  

 

In all its important to understand how you as a persuader interact with the people you are hoping to persuade to your way of thinking. It’s not always about the words the better way would to be that its more about the experience the person has and how comfortable they are with you.

 

To learn how to persuade others in a way that creates more abilities for you check out the Science of influence:

 

As always I would like to thank you in advance for your comments and or questions about the persuasive power of responding.

 

Now go implement!

 

Scott Sylvan Bell

 

Video credit for Persuasive power of responding – Persuasion expert Scott Sylvan Bell

 

How to sell more using persuasive sales language

 

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

Photo credits:

How to sell more: learn to be coachable

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell more: Deal with confusion and make more sales

How to sell more: Selling is a tricky sport sort of speak. There are so many things that can go right and then again there are so many things that can go wrong.

 

Sales success or sales failure is only split between from just the right statement or question can quickly turn into a scramble to save the sell.

 

It doesn’t matter what you have learned, how many influence boot camps that you have taken, the persuasive selling skills or techniques that you have learned if you there is confusion at the end of the sale the answer will be no or possibly “I wanna think about it”.

 

Now this statement may sound as if anyone who is in sales should understand from their first day of presenting or even walking out of a sales class but the truth of the matter is almost every salesperson loses sales every week because the potential client has confusion and the sale is lost.

 

You must do a few things so that the confusion issue does not happen.

  • ·         Find out exactly what the other person or group is looking for early
  • ·         Ask very specific questions to determine what you can do or not do
  • ·         Confirm the budget or if needed price condition the potential buyer or buyers
  • ·         Get a commitment to move forward if you can meet the requirements of what the person or group is looking for.

 

To make sure that there are no unanswered questions or issues you will have to flat out ask the question “Is there anything that has been left out up until this point” or something similar.  Now is not the time to beat around the bush.

 

There are times to play nice in sales and then there are times where you are going to have to lay the smack down.

 

There is a cost for you to being there at the sales call, You have acquired a specific set of skills along with learning as much about your service or product as possible and that all have a value also.

 

Many times sales people feel that they are being too forceful if they ask the difficult questions about what the potential client or buyer is looking for. Why would you not get down to business and get to the specifics?

 

To get to the point and not have to deal with confusion at the end is what will determine whether you make the sell or not.

 

Learning how to increase your sales is worth the effort but there are very specific things you must do including making sure that there is no confusion through the sales process.

  • ·         Your script must be precise
  • ·         Your questions must be to the point and yes you do have to ask the tough questions with no fear
  • ·         Deal with any hesitation or lack of commitment head on with the potential client or buyer
  • ·         Decide now that you will not be treated bad by any buyer period

 

To be great at sales you will have to deal with many situations good and bad but you must deal with any type of confusion or questions fast in order to sell the job.

 

As simple as it sounds it is definitely an issue that must be ferreted out and secured.

 

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 remember the extras

How to sell: Many times sales people feel that persuasive selling skills will do all of the work for them and it’s all done, the sale is made.

 

 The reality for salespeople is that it is the small things that can either make or break the sales call. The Boy Scouts have a motto and that is “Be prepared”. This motto works great for sales people also.

 

It is amazing how many sales people do not prepare before a sales call.

 

Now this may sound like a basic step but basic steps are usually what are missed in many of the sales calls that are lost and even sold.

 

Have you ever almost finished a sales call and realized:

  • ·         You had no paperwork to get the potential client to the next step
  • ·         You were missing some presentation material
  • ·         You could not use some sort of communication device to check inventory or order parts, services or pieces

It is a horrible feeling to get almost to the top and then realize you cant finish the trip because you were not prepared so you have to pause and get supplies and reschedule.

 

What does this lack of ability do to the buyer in their eyes?

 

Can it lose the sale for you?

 

Can you create confusion in the sales process?

 

Any of the last 3 items listed can happen and yes it can cause you to lose the sale and then you have sales failure.

 

When you are not prepared it causes some mistrust on the part of the potential client. When the questions happen about you and your product the rejection mechanism in their brain starts to trigger. The rejection mechanism then starts questioning whether or not you will do the right thing for them and then they say “no” or “I wanna think about it”.

 

Here are a few very simple ideas that can help you increase your sales

  • ·         Keep extra copies of your agreements with you in case you need another one
  • ·         Keep an extra copy of your presentation at hand in case one is damaged or is missing
  • ·         Back up clients files in case of computer viruses or computer failure
  • ·         Get to your sales call early in case unforeseen things have changed
  • ·         Keep a hard copy of phone numbers so that you don’t have to rely on a cell phone
  • ·         Have a back up source or someone else to call to check for availability of products or delivery dates.
  • ·         Have extra pens of the same exact type so that they are all uniform colors and manufacturers

 

Ok so you are so right these tasks should just be a given but the amount of times where these basics are not covered and sales are lost this list must be mentioned.

 

It isn’t always about covert hypnosis, story strategies, questioning techniques or even persuasive sales skills and abilities. It may just be about being prepared to make the sell when available not just some old or new technique.

 

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 or not to let sell

How to sell: There are some times where people who have been in the sales field have have not been able to perform should get out of the industry that they are in. In some instances it could be that the person is just not capable of selling in the industry or field and there are just some people who are not cut out for sales in general

 

Persuasive selling skills and abilities cannot be taught to everyone. There are some people who are not capable of learning or implementing how to sell. For these people sales should not be pursued at all and this type of salesperson can cause more harm than good:

 

  • ·         Confusion for your potential clients or existing clients
  • ·         Frustration for office staff or support people
  • ·         Difficulties with existing sales people who have to pick of the slack and also trying to help out someone who is not capable of being helped. 

 

Sales failure does exist and for some people it should happen. Not everyone is meant to be in the sales field or meant to last.  For those people it is best to get them out as fast as possible since it does put a strain on the internals of the company and production.

 

This is a difficult decision to make to let someone go but there are some people who think that they can make sales but do not have the ability or capability. Sure this salesperson could have sold some products in another industry but that does not always translate into making sales in the same industry that you are in.  

 

Some people can even sell you and get you to think that they can sell but actually can not. There will always be those people who can get past the first few interviews but in all realities they can not sell or perform the duties that are asked of them.

 

Now on the other end of the spectrum there are those who can be helped that may just need a few presentation tweaks or communication skill upgrades. For these aspiring sales people they can be worked with and their sales can be increased if they can be helped before full sales failure.

 

Many times this is caused by trying to peruse persuasive selling skills or techniques before the basics are learned.

 

Getting the salesperson on a regiment of role play or learning the necessary technical information is important to get past this point of sales disruption.

 

For a person who is new in sales it is important to keep them away from the person who is the bad seed of the negative person out in the sales group.

 

Change does take time and when working with a discouraged sales person it is best to explain that it takes some time to work with the sales issues that they are in the midst of.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit

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.

 

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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